Are You Choosing Worthy Clients?
When you are choosing worthy clients and making decisions about whether or not a prospect is worthy of your time and attention, whether or not they're worthy of follow up,
Category
B2B Sales Success
Maximize Profit with The Four Mores
The idea of The Four Mores is to recognize that if you want to maximize profit but you're just focusing on bringing in more clients -- you are very likely
Get More Responses: Sequence Your Communication
The best way to get more responses from your prospects and clients is to sequence your communication. If I've got a sequence in place that says, all right, when I
Achieving Goals Means More than Just Setting Them
Achieving goals is quite different than just setting them. So while the first step may be to set the goals you really want, then we have to prioritize our actions
Declare Independence from Poor Quality Clients
I know people who have been in business for decades and they've held onto clients 5, 10, 15 years longer than they should have, because they never got this simple
From Obscurity to Loyalty in the Mind of the Client
Getting from Obscurity to Loyalty in the mind of the client is all about building relationships, and I'm all about that! Until I sell you something and then I'm off
The Power of Storytelling to Increase Sales
If our storytelling allows us to build trust, build credibility, build a bond, and increase sales, then we're telling the right stories. If it's just designed to be manipulative, then
Upselling and Cross-Selling: Increase Value and Help Customers
When I think in terms of upselling versus cross-selling, what's the difference? Upselling to me means selling a better or a higher priced version of the thing that they're looking
Convert More Sales: Turn Leads into Customers
To convert more sales and turn leads into customers you need to be dealing with qualified prospects. If somebody is not responsive, you can decide, do I want to continue