Category: Marketing

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People ask me what my definition of integrity is. Then, without even catching their breath, they ask if I see them as having integrity. Why do we even have to ask this question? Why should it be a trait we have to look for?If we have to ask ourselve ...
The last thing your customer wants from you is a presentation. I don’t care if it is the first time you’re meeting with a prospect or the 10th time you’re meeting with a customer. What customers want is to know how you are going to help t ...
It might be December, but that doesn’t give you an excuse to not prospect. You have prospects ready to buy; however, they can’t and won’t buy from you unless you reach out to them. Don’t forget to also reach out to those that ...
This question ranks right up there with: which came first, the chicken or the egg? Prospecting has many components. It’s no different than a great recipe with a certain mix of seasonings that makes it taste exceptional. If you add the seasoning ...
Just like any other holiday week, the week of Thanksgiving can be a great time to prospect and make sales calls. Why? The reason is simple! Many people who are normally in meetings are now available. Anytime there is a holiday, people’s work sc ...
Sales is like an ATM. Let me tell you why. Last week, I was with a sales manager reviewing the quarterly numbers. What jumped out to me was the lack of deals to close in the final stage. The sales manager zeroed in on it and asked for my help in corr ...
Before I even get into the best way to follow-up with a prospect, I need to be firm about one thing: never start what you can’t finish! Thinking you can make a couple prospecting calls and that’s all it will take is foolish. Similarly, thinking ...
How much of your day is spent doing actually what you’re supposed to be doing? Your job title includes the word “sales.” Your job description has the word “sales” spelled out probably 17 times. If your job is to sell, why are you spending ...
Why are you letting what shouldn’t control you take control? Unless Star Wars’ alien forces are controlling your mind, Elon Musk is programming your brain, or Tesla’s are taking over, you are in control of your mind.Video: The Mental Blo ...
The answer is far more than you realize! The vast majority of salespeople are unsuccessful because they do not contact their prospects enough. Every salesperson struggles with getting great leads. The problem is most salespeople don’t know what to do ...
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