B2B Sales Success Building relationships Communication Selling value

Strengthen Client Relationships & Increase Repeat Business

Strengthen client relationships if you want to increase repeat business. Some people feel like they can get more attention from a salesperson calling than they get at home because maybe

Earning What You’re Worth? If Not, Here’s How to Fix It

Don't feel like you're earning what you're worth? Consider this: When you outproduce what you earn, it creates friction. It creates a bit of tension. And in most well-run businesses,

Losing Business to Inferior Competitors?

Very often, inferior competitors play the price card: Jay: I get that question. "Well, I talk to your competitor and they're less expensive than you are." Now I have to find

Still Feeling Overwhelmed? Fix These 2 Things First

If you're still feeling overwhelmed, it's often just a good idea to take a moment and consider: What exactly is it that I'm struggling with at the moment? What are

How to Stop Feeling Overwhelmed at Work (and Get More Done!)

To stop feeling overwhelmed at work and get more done, consider which version of you is showing up. Some days the you that shows up is the focused, motivated, energized,

How to Get Prospects to Respond

When you need to get prospects to respond, it's time to fix your follow-up strategy. Think in terms of what gets your attention, what gets you to respond? What makes

Stop Making Excuses Instead of Sales

I've seen situations like that where people are making excuses instead of sales. Somebody planned to sell something and was talking about it for a long time. But all the

Dealing with Indecisive Prospects

When dealing with indecisive prospects, we each have to recognize our own tolerance for pain. How long am I willing to chase? How long am I willing to wait? What

Most of Your Competition Is Average

When I say your competition isn't that good, that most of your competition is average, what I mean is that a lot of them are not taking the time to

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