First Contact Does Not Mean Cold Calling
Just the idea of initiating first contact versus cold calling is a lot more exciting. It's a lot less intimidating in most cases. I started using that phrase after I
Category
B2B selling
3 Likely Points of Failure in Your Sales Process
Today I'd like to talk to you about the three most likely points of failure in a sales process. First is Almost Always Targeting. This means trying to go too big, or
Unleash the Power of Your Million Dollar Ideas
Million dollar ideas are just the beginning. I remember the day that I got a phone call from her and she said, "Hey, we hit a million dollars in sales
Where are Your Best Leads Coming From?
Where are your best leads coming from? It's an important question, because if you don't know, then it's impossible to know where you can go to get more. David: Hi, and
The Trouble with Targeting in Business
The trouble with targeting in business is that a lot of people don't do it well. It reminds me of that line from one of the Godfather movies where Michael
Creating Explosive Growth in Your Business
Why is it that some businesses take off like a rocket while others can languish for months or years without creating explosive growth? Why do some businesses plateau at a certain
The Antidote to Talking, Thinking and Worrying about Selling
Some people in our industry spend so much time talking about selling, thinking about selling and worrying about selling, that they rarely find the time to actually sell! The best salespeople
Prospecting is Not Cold Calling
Prospecting is not cold calling, and prospecting is not selling. When you realize that these are different functions, it allows you to treat them as such. Cold calling may be one
The LAIR Method: A 4 Step Success Cycle
Some people say that education is never wasted. I completely disagree. My feeling is that unapplied education may be the biggest waste of all. That's why the LAIR Method, our