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
Jay: I'm not lying when I tell you that I struggle with this idea that I'm being a pest in sales. So I think it'll help my sales, I think
Want to get better sales leads? It starts with tracking what works. David: Hi, and welcome to the podcast. In today's episode, co-host Jay McFarland and I will discuss the topic
To grow the value of your business, consider this. If your business burns down, you've got whatever... desks, furniture and things like that. That stuff's all insured. You should be
When you want to qualify sales leads, approach it from the standpoint of looking for mutually beneficial relationships. That makes it a lot easier to save time and avoid bad
To get responses, create high-value communication. When you're doing this, obviously, you're not actually telling your customer "I'm here to create value in our communication." You're just doing it: Adding
The follow-up mistake that costs sales (and kills communication) is a lack of sequencing. If I've got a sequence in place that says, all right, when I get a lead
Wondering how to achieve your goals? Well, achieving goals is quite different than just setting them. So while the first step may be to set the goals you really want,