Creating a Customer
David: Management Guru Peter Drucker once said, “The purpose of business is to create a customer.” Does that mean just selling stuff or is there more to it than that?
Category
B2B Sales Success
Requalifying Your Clients: The Five Levels of Qualification
Everyone knows that it's far easier and less expensive to sell the clients we already have and yet very few put in the time to consistently engage and re-qualify their
Don’t Be a Pest: Mastering Intelligent Repetition of Contact
Success in sales is dependent upon intelligent repetition of contact, without being a pest. We need to be able to reach out to people lots of times, in lots of
Stop Recruiting and Ignoring Salespeople
Many businesses spend a ton of money recruiting salespeople, but then ignoring the ones they have. David: Hi and welcome to the podcast, today co-host Chris Templeton and I are here
The MVPS of Marketing and Sales™
In sports, MVP stands for most valuable player. In The MVPs of Marketing & Sales™, the letters MVP stand for Message, Vehicles and People. These three components are arguably the
How to Think, Act & Communicate Like a Leader
In the past you've said that market leaders think, act and communicate differently than the rest of the population. What do you mean by that? And how can people start
Exploring the Idea of Market Domination
You talk a lot about market domination, is that just for effect or are you serious about it? David: Hi and welcome to the podcast today. I am joined once again
From Stealth Mode to Intimidation Mode
Many businesses can start out and plod along for years without making any serious inroads in their marketing. But those who want to grow more quickly, need to take a
Maintaining Control of the Sales Process
A lot of sales training focuses on the idea of maintaining control of the sales process: Directing attention, leading the conversation, deferring questions about price until the end. Essentially it's