Making the Most of the Holiday Season
The holidays are here! So, in this podcast we'll discuss how to make the very most of the holiday season in terms of planning, relaxing, networking, and strategizing. David: Hello, happy
Category
Strategy
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
How Many Prospects in Your Pipeline?
It would be great if we were able to close every prospect we ever targeted, but that's just ridiculously unrealistic. So how many prospects should we have in our pipeline?
Selling More to Your Existing Clients
Everyone knows it's generally easier selling more to your existing clients than it is to sell to new customers. Still, many salespeople and business owners focus a lot of attention
Pandemic and Post-Pandemic Selling Skills
Business today is different, and those who have not adopted pandemic and post-pandemic selling skills are running into a lot of trouble. Some people are determined to wait it out.
The Real Problem Right Now
It's a crazy time, but let's explore the real problem. In my work helping business owners and salespeople to grow sales and profits, I've recently been hearing things like: "I'm
Making This Your Best Year Ever
As the new year begins, it's a good time to reflect back on the good and the bad. The friends we've made, the people we've lost and what to do
Why Account Penetration Should be Mandatory
We got some good feedback last week in our discussion about account penetration. In it, I provided a simple framework for using referrals to spread yourself throughout a large organization