Archive for Prospecting

Jokers Can Kill Deals

Jokers Can Kill Deals My high-school class voted me “wittiest” in the senior superlatives. That’s a label that I’ve tried

Read more →

Why Customers Pay Attention to You

Why Customers Pay Attention to You Do you know why your customers pay attention to you? Do you REALLY know why? There

Read more →

Cold Calls Kill Your Sales: How to Do it Right

Cold Calls Kill Your Sales: How to Do it Right If you’re reading this, you either manage people who cold

Read more →

Close Deals Faster: Aligning with Customer Priorities

Close Deals Faster: Aligning with Customer Priorities Do you have a customer who has said, “Let’s do it!” but they

Read more →

The Fastest Way to Build Customer Trust

The Fastest Way to Build Customer Trust When your prospects trust you, sales flow smoothly. If they don’t, you haven’t

Read more →

The Ten Commandments of Making More Margin

The Ten Commandments of Making More Margin The fastest way to make more profits is to keep more margin. Why?

Read more →

Your Sales Opportunity Lies Between the Customer’s Decision and Commitment

Your Sales Opportunity Lies Between the Customer’s Decision and Commitment Old school selling claims that a good salesperson can sell

Read more →

Five Shortcuts to Find New Customers: Prospecting Made Quick and Easy

Five Shortcuts to Find New Customers: Prospecting Made Quick and Easy If you’re new in your territory or sell a

Read more →

How to Be Desirably Different from Your Competition

How to Be Desirably Different from Your Competition Differentiating yourself and your products from competitors pays off big because with

Read more →

Sell to the Entire Buying Team

Sell to the Entire Buying Team Savvy salespeople understand that few purchase decisions are made in a vacuum without the

Read more →