Tag Archives: business prospecting

What’s in Your Sales Playbook?

I’m not one for rules and regulations and I don’t much follow any sports except hockey but one thing I do know for certain is that most sales reps do better and sell more if they have a sales playbook. The playbook doesn’t have to be an elaborate document although that’s perfectly fine too but […]

Time is on Your Side…NOT

It’s 2016 and one month is gone already. Many of us started the year with aggressive sales goals and at this juncture – one month in – I need to ask you, “how are things going?” I’m not expecting that a significant amount of new business could be closed in just these 4 weeks but […]

A Salesperson’s Lament: Will You Love Me In The Morning?

We’ve all had those sales presentations where everything went right. You captivated the audience with your words, and they nodded in agreement. You left the room feeling like a rock star, confident that you’d soon have a sale. Then, the romance quickly ended when you tried to close the deal. They fell off your grid, […]

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It’s Not Too Late to Bring in Business for 2015

Yep, the year is winding down and we’re in that all-important fourth quarter in which you will either achieve your sales goals for the year…or not. With that in mind, it’s not too late to secure some of the business that’s in your sales pipeline as well as plant those all-important seeds for 2016. Here’s […]

Shut Up and Dance With Me

Wouldn’t it be easier, and certainly faster, if all we had to do to get what we want was to say shut up and dance with me. That might work when you want to find your next dancing partner but as for getting your next new client, having an existing client expand their business, reactivating […]

You’ve Had Lunch, Now What?

Did you meet an interesting individual at the last networking lunch? Or, maybe you were recently introduced to someone at a neighbor’s party who could very well be a viable prospect. In these networking-focused times, you’re probably introduced to lots of people at a variety of formal networking events, informal get-togethers, and through online sources. […]

3 Quick Sales Tips to Make You Sell Better

So c’mon, let’s get real. First quarter is OVER and we are now embracing Spring and Q2. How’d you do in Q1? Are you where you need to be? Regardless of whether or not your sales are soaring or your stats are flat, do these things now: Pick up the phone. Call 3 to 5 […]

You Just Keep Me Hanging On

http://http://youtu.be/t3bjMtqpGBw You just keep me hanging on. There isn’t a sales rep in the world that doesn’t know the feeling. I’m thinking about it. I’m meeting with my partners. We have to check the budget. Not now; maybe later. And on and on. Of course most of us “seasoned” sales reps know what to say […]

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