You might as well play the lottery if you think this is going to payout for you. This is especially true if it’s you, the salesperson, who has offered the idea up to send the prospect some information. Although you might think you’ve done a good job, what you’ve really done is give the customer [...]

You may or may not be a big sports fan. Either way, I urge you to be aware of what is going on in some of the more visible sports, including football and baseball, at this time of year. Chances are that you have prospects and customers who are fans not only of a particular [...]

You’re excited over the lead you just received. You know it’s a good one. In fact it’s the type of lead where you know you can make it a one, at best a two, call sale.  Problem is your calendar is hammered. You’ve got a ton of other things you’re already working on, plus you’re [...]

It’s happened to every salesperson at one point or another.  A prospect or customer cancels an appointment.  Frustrating, right? Sure, but you don’t have to view cancelled sales calls as lost opportunities. Instead, view them as “connecting moments.” If a customer cancels an appointment, the last thing you should assume is that you lost the [...]

Not long ago, I gave you the six secrets for sales prospecting success, and gave you a break down of the first one, CONFIDENCE. Now I’m looking closer at the another secret: Follow-through! How good are you at following-up with your leads? I would hope you’re following up on your leads, but the real problem [...]