Category: Networking

12310 / 30 POSTS
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 ...
I bet you love getting referrals, but do you love just as much giving them? The next time you get a call for a job that just doesn’t quite fit you and your area of expertise, refer them to someone you know that does. By doing so, you’re h ...
You can’t afford to send a bad email! In order to effectively reach your prospect, your emails need to be on point. I’ve created a 10-step checklist to help you do just that. Whenever you email a prospect, follow these 10 steps:Will the ...
We have all engaged the perfect prospect. The first call with them went great, and we feel good. We know we can help them, and then the darkness appears. As warm as the first call went, everything is now cold. What do you do next? Let me share ten th ...
How much of a rainmaker are you, or are you more like a rain barrel? Rainmakers own their destiny and set their own course. Rain barrels depend on others to feed them. Sales is about being a rainmaker. Let marketing be the rain barrel, because you do ...
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