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 […]
Tag Archives: sales success
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 […]
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 […]
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. […]
Big (Sales) Girls Don’t Cry
Big girls don’t cry over: Prospects that ultimately say “no” Clients that decide to reduce their retainer Vendors that raise their fees Networking intros that “go south” Nope. Big girls don’t do that. Here’s what they do: They go out and assertively find more prospects using some of those time-proven techniques like phone and […]
Love to Love You Baby
Donna Summer sure could show us the love couldn’t she? If you don’t believe me then have a listen! And in relationships, business included, showing the love is what it is all about. For instance: Make some fantastic introductions for folks in your network. The special part about these introductions is that they are proactive […]
For Greater Sales: Hit Me With Your Best Shot
Hit me with your best shot. Networking introductions, cold calls, reconnects…how much time do you have anyway to make that all important connection and get the contact interested in hearing more? 3 seconds, 20 seconds, 1 minute…you tell me. We live in a Blink era in which people make decisions in an incredibly short amount […]
Help. I Have a Great Website and Marketing Materials. Social Media Too, But…NO SALES
Sad huh, but not really all that unusual. The situation: you spend time and money developing a great website. You have some videos and well executed marketing materials that you can send electronically or through direct mail. You’ve even started to do some social media and as for Linkedin, heck, you’re doing that too. Yes, […]