Category: Networking

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Are you a rainmaker or are you a rain barrel?Too many salespeople are really nothing more than rain barrels. They have good business, but it is all business that just comes to them. I want you to be a rainmaker; that is where it happens.Rainmak ...
Who are you collaborating with this week?Who is in your inner circle?The last couple of days, I have found myself connecting with my peer group in ways that I never thought I would be able to.While asking them questions to help with ideas and ...
I’m going to reveal to you the secrets of top performing salespeople. Are you ready?I have had the privilege of writing A Mind for Sales among other sales-oriented books to help people like you develop the strategies necessary for success.Along ...
Discovery calls are probably the most underrated part of the sales process. Let’s get into how you have an effective discovery call.Video – How to Do an Effective Discovery Call 1. Do Not Show the ProductRemember: It is not about show ...
People ask me a lot where I find great customers and great prospects. Today, I will walk you through 10 things you can do to find them right now.As I share, I want you to take notes. Also, be sure to hit subscribe, because I put out a new video ...
Let’s talk for a moment about how to prospect when you don’t have good leads? I wrote the books, A Mind for Sales and High Profit Prospecting that both talk about this. One of the big challenges is that ultimately, your leads are dep ...
If you’ve been following me for a long time, you know that I don’t consider networking the same as prospecting. Too many people go to a networking event but call it prospecting simply to avoid prospecting.Far too many prospecting events ...
It’s time to clean out your sales pipeline, your sales funnel or whatever name you choose to call your sales process but first, you need to ask yourself these two questions:• How long does it take me to convert a lead into a customer?• What percent ...
We’ve all been there. You make the call and boom, you’re blocked by the gatekeeper. They won’t let you get to the person you want to speak with.First off, remember that the gatekeeper is only doing their joy by guarding the gate. That’s what t ...
If you fail to properly prepare, you are setting yourself up for failure. This doesn’t just apply to prospecting but everything you do. Prospecting is already a tough task; it’s only made tougher when you fail to prepare. Below are 10 steps you ...
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