Tag Archives: sales success

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, […]

Three Strategies for Optimizing the Performance of Your Sales Team

The days of easy sales are probably gone for good. This is certainly bad news for organizations that haven’t taken a proactive approach to sales. However, for those that have invested in optimizing the performance of their sales team, opportunities are plentiful and customers are buying. Do your salespeople have the tools they need to […]

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Top Tips for Effective Cold Calling

Sure you don’t want to cold call but sometimes it’s simply a necessity such as when your sales pipeline is empty and not enough leads are coming in or your networking isn’t generating enough activity. Most people approach cold calling with a certain degree of fear and loathing but with a small amount of preparation […]

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. […]

What a Fabulous Marketing Campaign But Wait, Where Are the Sales?!

As a sales consultant and trainer for the past 28 years I’ve worked in pretty much every conceivable industry. I’ve seen the good (great!), the bad and the ugly and have always attempted to add my 2 cents so that the marketing endeavors are aligned with and support my client’s sales efforts. But here’s the […]

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Develop a 3rd Quarter Frame of Mind

Welcome to July, the beginning of the third quarter. Sure this is the time for sun, fun, picnics and vacation but it is also the time to take a serious look at where your business stands today and what you need to do for the rest of the year. A close look at your numbers […]

If You Don’t Know Me By Now

Is this the tune being sung by your prospects and clients? Have you neglected to ask (and continue to ask) the kind of questions that enable you to woo, win and wow them….um, in other words, get and retain their business? Prospecting are you? Why are you asking if they can meet with you on […]

Every Salesperson Knows That You Can’t Always Get What You Want

  I have a new prospect that contacted me from my web site. We had a terrific call in which the conversation flowed easily with lots of great questions and dialogue about their wants and needs and how I would propose to solve the problem. I followed up with a proposal and have allowed the […]

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The Center of the Universe for B2B Prospecting

Do you prospect for new business? This terrific post was written by my good friend and marketing guru, Scott Hornstein. I found it to be so insightful that I wanted to share it here.   Every champion of a product or service believes in their heart that their target is the CEO. They need to […]

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