How many times have you complained to Marketing about the poor quality of leads they give you? Isn’t  it amazing how they think they’re doing all of this wonderful work for you when in reality the leads they give you are a joke!  Go ahead and complain some more — tell them and everyone else [...]

The number one issue salespeople struggle with the most is sales prospecting. I get at least one call or email a day with a salesperson asking me to help them with this issue.  Sales prospecting is not easy — I’ll admit it. It takes dedication and a process. The problem is far too many salespeople [...]

Recently I was on the phone with a director of sales and marketing for a service company. The conversation had to do with cold-calling and sales prospecting.   The director of marketing had called me looking for strategies they could implement to gain new business that would not require cold-calling. Yes, I had some ideas for [...]

Guest post Monday and we have Ken Thoreson of Acumen Management Group sharing why it is so important to be prepared for that important sales call. Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. As a rookie salesperson, I learned that when it comes to [...]

The biggest item on the “to do” list of most salespeople is finding good sales leads. Here’s a list of 7 sales prospecting ideas you can use right now: 1. Give away prospects to others. You heard me — give away prospects.   What I mean by this is help other salespeople develop leads. When you [...]