If you need to outperform your competition, you want to look at who is the primary competition and what are their advantages? In what areas are they outperforming me? Are they
Stay focused. It's easy to say, but harder to do. Anybody who's been in sales has probably been in a situation where you've been in a room with someone and
It's not like there's just one method to rule your territory. But the one thing that is critical to all of it, is identifying your area. Identifying your territory. Focusing
Is customer service really dead? Technology can either help customer service a whole lot, or it can harm it a whole lot, depending on how it's used. It's like a
What's your customer acquisition cost? I've been accused of being a bit of a maniac when it comes to lead tracking and making sure that we know where everything is
To monetize your sales pipeline, you need to fill it, prioritize it and tackle it. This whole idea of knowing what to do and not doing it, is rampant. It
To increase sales, profit, cash flow, and personal income, understand that money is always flowing in one direction or another. In a business, it needs to flow in from the
Knowing how to uncover customer needs is critical. Essentially, Maslow's hierarchy of needs implies that when one need is satisfied, another one is likely to pop up. Once I've got
I would say the number one thing that helped me to overcome call reluctance is when I realized the people who are likely to yell or scream or be angry
Million-dollar ideas don’t always create million-dollar results. Only focused implementation can do that. I remember the day that I got a phone call from a client who said, "Hey, we