In sales, it is easy to become blinded by sales disorientation leaving you to crash and burn your deals. Recently, I finished reading a book written by one of the "Housewives of New York", Carole Razdiwill. Don't judge me, I…
Human Connection Is Irreplaceable Dress appropriately for the situation and audience— it's the little things that close the sale. Do research on who you're trying to sell to and a personalized follow-up email after a demo or meeting that adds…
Get Your Prospect's Immediate Attention With Three Easy Steps! Getting a prospect's attention is a challenge that most salespeople face - but it doesn't have to be! Use these three ways to improve your changes of getting that first meeting.…
Your Guide To Attracting New Business With Case Studies Case studies are a powerful way to grow your client base. Solid case studies tell a story providing proof that you are a credible company in your market. If You Don't…
There are Only Two Objectives of Initial Sales Meetings It's important to understand that there are only two objectives of initial sales meetings: qualify the opportunity and create enough interest to compel your stakeholder to move to the next step…
Are you geared to win? Keep in mind, business is not about just selling products. Business is about developing and helping people who build loyal clientele and contribute to the bottom line. While no one can win all the time,…
Stoke Engagement By Sending Relevant Insight To Your Prospects If you are being ghosted, you can keep prospects engaged with relevant insight rather than lame follow up tactics that just push them away. Buyers are busier than ever and dealing…
How to Increase Sales With a Next Selling Strategy Upselling, cross-selling and next selling is the triple threat for any company looking for ways to grow their revenue with their existing customer base. Leveraging the Triple Threat to Increase Sales…
Is Projecting Your Values on Buyers (Selling Like You Buy) Holding You Back? Do not sell the way you buy. Projecting your values on buyers - beliefs, assumptions, and mindset - has a detrimental effect on your sales performance and…
A sales rep shouldn’t be your only business-development plan any more than email campaigns can be your only lead-generation tactic. Sales are up. Leads are coming in. We don’t need to keep paying for lead generation, do we? Let’s save…
You see, when you are with a prospect, you only have so much time before your meeting ends. Once you leave that meeting, your opportunity is only as good as the information you receive. The information you receive is generally…
After inbound produces the lead, then what? Let’s assume inbound drives enough leads to you that you should be able to generate the revenue, then what? Do you know how to qualify those leads, ensuring that you are spending your…