The best way to help your prospect – Part 2 of 5

In our last article, we discussed the importance of a strong opening to a professional sales call. Now we will talk about what comes next: the discovery or investigative part of the meeting. I call first meetings “high impact conversations” … Read More

How to open a great sales call – Part 1 of 5

Do you want to stand out from the competition in a crowded space of so-so sales people? Of course you do! Here’s how you start the meeting in a way that catches your prospect’s attention and sets the tone for … Read More

How to get a meeting with a prospect

Decision makers will give you a meeting (most of the time) if you have a referral introduction to them. If you don’t have an introduction from someone you both know, then you must have a very compelling reason for the … Read More

What’s your prospecting plan?

Do you have a pre-determined prospecting plan that you follow to drive new business? If not, you will know that these sales don’t come in on their own. Your company might have a robust marketing engine that drives leads to you, … Read More

Don’t waste time on the wrong prospects

Time is more valuable today than it was in the past. Technology has made people demand more from us, more quickly. So we need to spend our time wisely. As sales people, one of the most effective ways to do … Read More

The easiest way to get a first meeting

The toughest part of selling for most people is getting the new business you need to hit your sales goal. But how do you get a meeting with a new prospect? Should you cold call, send an email, leave a … Read More

ONE thing you can do now for sales success

There are a number of things you can do to be a successful sales person, but here is one of the most important: set a realistic, yet challenging, sales goal! You know this, right?! But did you also know that … Read More

Scrub that pipeline to get rid of BAD deals

Are you letting opportunities spin around in your pipeline that are going nowhere? Are they stalled, dormant, or otherwise disinterested in working with you? I mean, honestly! Don’t fool yourself into thinking they will close if you haven’t qualified them … Read More

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