From my good friend and incredible marketing guru, Geri Mazur. See my note at the end:) I spent Fourth of July weekend at a friend’s house in upstate NY. It was really beautiful. Green. Peaceful. On Saturday it rained and so I found myself sitting at the kitchen table writing. My friend was prepping for […]
Tag Archives: succeed at sales
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 […]
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 […]
In Sales, “Different is Better Than BETTER”
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 […]
Maybe It’s Not the Sales Rep After All
As a sales trainer I go into many companies to work with their sales teams. I’m rarely called in when things are stellar but rather when there is a problem or at least a perceived problem. Sales aren’t coming in, reps aren’t prospecting, no one can close…you get the picture. Before I do anything or […]
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 […]