Sales Follow-Up: How Much is Too Much?
Sales follow-up is essential. How often should I follow up with prospects and clients? It's a question I get a lot, and as attention spans have shortened over the years,
The Gaps in Your Business
When visiting London, many years ago, I noticed signs throughout their subway system -- what they call the underground. The signs said "Mind the Gap," referring to the gap between
Market Domination in 22 Minutes Per Day?
I started a new challenge this month for my Total Market Domination clients. It's about how to grow your sales and start dominating your market in just 22 minutes a
Five Early Symptoms of a Seriously Struggling Business
Uh oh. Sales have dropped off a bit. Not a huge decline, just a few percent. Well maybe, four, six, eight, something like that. No big deal, right? Well, it
Where Do You Go to Get Clients?
Where do you go to get clients? Do you get them online? Do you rely on your local BNI group? Do you prospect through your local Chamber of Commerce? Do
The Path to Extreme Competence
Many salespeople just "wing it" when talking to clients. They think a little product knowledge and a decent personality are all it takes to win clients and close sales. And
No Secrets = No Value in Business
Show me a business that has no secrets and I'll show you a business that has no value. Over the years, I've taken some heat for our brand Topsecrets.com and for
What Are You Telling the Market about Yourself?
What are you currently telling the market about what you do and how you do it? Do you talk about service? Do you talk about professionalism? Do you talk about
Rejection in Sales: Don’t Take it Personally
Rejection in sales comes with the territory. When you're trying to sell something, people will often say no. They'll tell you they don't need it, don't want it, can't use