Category: Marketing

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­It’s amazing how quickly things have returned to normal. It’s as if the past never occurred. What does that tell us? We are coming out of the pandemic now. Well, we’re still in a pandemic, but clearly here in the United Sta ...
Email is absolutely one of the important pieces of prospecting.  Of course, it’s an easy way to “reach” people. But achieving engagement and eventually closing sales is much more complex than just sending a message. Before moving forward with a ...
­Two cups of coffee, one unexpected, but I sure learned a lot. What did I learn from two cups of coffee in twenty minutes? Let me set the scene for you. I was meeting a friend for coffee. I bought my coffee and  sat at the table and thought, ...
People want to buy from those they know, like, and trust. Likewise, your emails are much more likely to be successful if your prospect views you as a partner, and not a vendor. How can I achieve that through the simple medium of email? Let’s exp ...
Incoming business feels great. Having people who want to buy from you does, too. But when our profits surge, do we keep our measurements in check? I am struck more than ever by the old line, “Volume covers up a lot of sins.” Certa ...
Email is a great tool for prospecting, when used correctly. It can be your foot in the door, or your foot in your mouth. Do your prospecting emails need some fine-tuning? Or perhaps it’s time to start from scratch. Welcome to my 4-part series ...
­When changes happen, big or small, how do you react? In light of the pandemic we’ve all experienced for the past year and a half, someone recently asked me, “So, do you miss traveling?” I had to laugh. I said, “ “Well, it’s kin ...
You don’t have to live by the peaks and valleys most salespeople experience in their sales pipeline. Are you looking to see more progress in your own workflow–from prospecting, to closing the sale and creating a customer? Check out these ...
­How many times do we get caught up in something very short-term, so much so that it begins to shape our thinking long-term?  Recently, I was stuck in a major rainstorm in Dallas. I pulled into a parking lot at a Barnes and Noble. Yeah, I’m a ...
Do you dread making prospecting calls?Great salespeople have to practice good judgment for what they say, and how they listen.  I have ten tips for you to improve your ability to complete calls like a pro by giving and getting the right informa ...
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