Tag Archives: prospecting

Ya Never Know? Yeah, You Do!

Ya never know. Yeah, you do. I used to really believe this cliché with all my heart and I have become a bit more jaded over the years because now, I believe that you DO know, or at least SHOULD know. You should know because you do the work, put in the effort, get things going. […]

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 […]

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It’s Not JUST Anything

I’m going to be just a little late I just want to pick your brain I’m just following up on an email I sent to you. Just. Frankly, the word makes me uncomfortable mostly because of what it is intended to do namely “minimize” the impact of the question or statement to which it is […]

3 Simple Ways to Win More Sales

W I N W: Want. Fact. You must want the business enough to take every action that you can in order to close the sale. Going half way these days will never work. Be smart and strategic so that you may stand apart from the competition and win the business. Halfway doesn’t work, persistence is […]

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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