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Well, maybe all of you haven’t made this mistake. I know plenty of salespeople who have made it, though. What is it? The mistake of not being thorough in your on-line presence. I realize some people are nervous about intentionally putting information on the internet about themselves. The reality is, though, that many potential buyers [...]
Every few months, it seems there is news of another failure of credibility by somebody in business. Most recently it has been the resignation of the Yahoo CEO, Scott Thompson. What’s amazing is how and why it occurred. Call it hubris, or just plain stupidity — either way, it was a failure of individual responsibility. [...]
Prospecting for sales is hard enough, but it’s made even harder when the strategy being used is either based on hope — or worse yet something like spraying and praying. I talk a lot about the need to have a very clear sales prospecting process. Just as important the need to be focused in following [...]
It happened earlier again today. Among the hundreds of emails I receive each day — both solicited and unsolicited — came what I’ll call the “stupid email of the day.” If you’re going to prospect via email, don’t go putting out an email that says “just checking in.” Come on, get real and quit being [...]
Let’s not kid ourselves. The vast majority of phone calls go to voicemail. Because of this reality, if you intend to use the telephone to develop sales prospects, then you have to be able to use voicemail effectively. The biggest mistake people make when leaving a voicemail message as part of their prospecting strategy is [...]
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