Yes, sales prospecting can be made simple in 2 easy steps. You’re probably thinking,”On what grounds can he dare make a statement this bold?” Well, I’ve been around enough salespeople and I know from my own experience that it really does come down to 2 easy steps. Are you ready for them? First step is [...]

The number one item I get phone calls is sales prospecting. The problem is far too many people either do not have a process or the one they’re using is clearly broken.   I’ve been blogging for the past several months extensively on the subject of sales prospecting.  The best sales prospecting systems are those [...]

Have you ever stopped to wonder why some salespeople never seem to have to cut their price to close a deal and others do all the time? Yes, there are a lot of reasons why this can be the case, but one problem that gets overlooked too often is the source of the sales prospects. [...]

The phone rang and on the other end was a salesperson who, after introducing himself to me, quickly rattled off what it was he was selling. I interrupted him to let him know I had zero interest in what he was selling. Without missing a beat, the salesperson then quickly pointed out that if I [...]

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 [...]