Initiating First Contact with a New Prospect
I think just the idea of initiating first contact versus cold call is a lot more exciting. It's a lot less intimidating in most cases. I started using that phrase
Category
B2B Sales Success
Overcoming Call Reluctance: Beyond “Shut Up and Make the Calls”
I would say the number one thing that helped me the most with overcoming call reluctance is when I realized the people who are likely to yell or scream or
Uncovering Customer Needs in Sales
Uncovering 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 this satisfied, then
How to Monetize Your Sales Pipeline
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
Sales, Profit and Personal Income
Money is always flowing in one direction or another. And in a business, it needs to flow in from the customers. It needs to flow through to the employees and
The Antidote to Brute Force Selling
Brute force selling usually comes about when someone feels like they have to sell their product or service, regardless of the needs, wants, or desires of their prospect. The antidote
Capturing Leads Online to Grow Your Sales and Profit
When we talk about capturing leads online, we're referring to lures and lead magazines. It could be a free report. It could be a cheat sheet. It could be some
Is Customer Service 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 weapon. You can use a
Being Profitable, Even with Higher Costs
Being profitable is important, even with higher costs. Generally small and medium-sized businesses want to hang onto their staff. We want to keep our people. We recognize that we’ve got