For both parties in this exchange, there is a lot at risk at this moment. This is why a collaborative selling approach continues to be important…This approach ensures that your mind is engaged, before
When their KPIs don’t recognize the importance of consistent prospecting follow-up to reach target contacts, you’re not only setting yourself up to lose a potentially good rep, you are also directly impacting your prospecting
If you don’t like to sell, it means that you are doing it wrong. Stepping in with courage and determination into a sales conversation is the most powerful aspect of your business. The biggest
The secret to an organized closet is to never bring in anything new unless you first get rid of something old. I recently sent out a survey to my colleagues, asking them to evaluate
On this podcast, Jeb Blount, Founder and CEO of Sales Gravy, discusses his bestselling book Fanatical Prospecting with Gina Lynch. Gina and Jeb focus on what start-up founders and entrepreneurs must do to accelerate
Recently I had the unique opportunity to sit down with Tom Hopkins and discuss the rules of sales. In this short video clip Tom discusses the power of planning and writing down your goals and
It’s evident that time is a critical factor in completing sales, building and keeping the relationship. Given that, what strategy does your dealership have in place to shorten the time it takes to close
I’ll admit it’s an individual call, dependent on any number of factors, but here’s the deal as I saw it. As a salesperson, I can’t make excuses and I have to be in control
I hear all the time from salespeople saying how their prospecting plan doesn’t seem to be delivering the results they need. Everyone needs to continually fine tune their prospecting process. The biggest problem I
