For anyone in sales, being savvy at networking isn’t just a good skill to have, it’s necessary for long-term success. Networking is an important part of building relationships with clients, vendors, and even your competitors. The reality is that people choose to refer business to and do business with those they already know and trust. […]
Tag Archives: new business
You Get All Of Your Business From Referrals? Awesome.
All from referrals? Wow, that’s really awesome. It’s a great thing. Still, let me throw out the following for your consideration: Could you do even better if you engaged in just a wee bit of marketing or lead generation? (You don’t need to do better? Ok, I hear you. That’s impressive.) Would you like to […]
My Overwhelmingly Depressing and Totally Exasperating Experience as a Prospect
My overwhelmingly depressing and totally exasperating experience as a prospect happened yesterday when I had the opportunity to be on the other side of the table from where I usually sit as the “sales trainer.” This particular sale attempt was being conducted over the phone and since I often train these skills it was an […]
Quantity versus Quality
The age-old debate of quantity versus quality – Is one truly more important than the other? For sales professionals, the answer is unequivocally NO! Quantity AND quality are both important if you want to succeed. We’ve all heard the “experts” drone on and on about the importance of “quality” when it comes to leads. […]
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 […]
My Son's Birthday & the Start of My Business
My son’s birthday is this week. 27 years ago on May 1st to be exact and here ya go for one of the biggest cliches of all, boy, did the time go by fast. Yep, 27 years in a flash and of course at the time it didn’t seem to be happening at warp speed […]