On this podcast, Jeb Blount (Fanatical Prospecting) and Kody Bateman (The Human Connection) discuss why intentional focus on connecting human-to-human is essential for success in both prospecting and sales.
Building relationships with stakeholders who make and influence buying decisions in your deals is key to gaining a competitive advantage.
In today's marketplace, relationship selling continues to be the best way to increase sales. After all, client engagement levels are the steps within relationship selling. Your phone rings and a potential customer asks you if he or she should register…
Sales people and their leaders have fallen into the habit of over relying on velocity as a means to sales success. It is easy to see why people in sales, at all levels, are infatuated by speed, or as the…
Your self-talk can directly impact how you come across to your prospects on sales calls. You are about to speak to a potential client, go to a networking meeting or give a presentation. What should you be saying to yourself…
Last week I overheard three businessmen in a New York restaurant try to out-perform each other with stories of their latest victories. No one was listening, no one really cared about their dining companions and no one expressed any interest…
Being your personal best is your invisible business card. Is your sales strategy based upon relationship selling? Then how can you leverage relationship selling to increase sales? The answer lies within you. Why Relationship Selling Works Relationship selling is becoming…
Put in place an appreciation plan and system that touches your clients at least 4 times a year, if not more. It can be as simple as sending cards – physical cards in the mail. It’s not hard and it’s…
Part of the reason so many small business owners are crazy busy is because they are not 100 percent forward-thinking leaders. “We don’t have a budget as much as we need to take this action.” This statement or what is…
Businesses don’t buy from businesses. People buy from people. Go out of your way to do the little things that form a personal connection that is unique to you. What are some best practices for getting through to decision-makers? Not…
Marketing is all about attracting attention and building a relationship. There is no selling going on. This past week I had the good fortune to facilitate a working breakfast seminar on marketing at the Hammond Innovation Center. After introductions by…
How do you view yourself as a salesperson? What would happen if you changed that perspective? Sales still slumping along and not where you want them to be? Maybe you need to change your role. Marcel Proust wrote: "The real…