Do you want 4 easy steps for prospecting that yields the kind of results that you don’t just want, but you need?   Here goes: 1. Schedule the time 2. Identify the prospect 3. Create your opening 4. Make the call Too many salespeople make prospecting too complicated.  It really isn’t that hard if you [...]

Want to know the best way to get your 2012 sales off to a great start? I know 6 tips you shouldn’t ignore: 1. Get your CEO and other senior level people on the road visiting customers. Too many sales managers and even C-Suite officers hold off on visiting customers until it’s time to close [...]

Remove your hands from the keyboard and step away from your computer, slowly. It’s time we kill social media, especially if you’re using social media as a sales tool or prospecting technique. Forget it. It’s not working for one very reason — you’re using the term “social media.” Social media is what kids use to [...]

Do you want to know exactly what you need to do to end 2011 on a high note? Here is what I suggest: Current Customers: Call EVERY customer you have and EVERY contact you have within a customer.  Naturally, you’re going to wish them the best for the holidays and the new year, but your [...]

Maybe it’s time someone comes to you to tells you to put your hands up and step away from the computer. Why?  Simple — You’re spending too much time on the computer researching customers (at least that’s what you think you’re doing), and you’re not spending enough time actually selling. Let’s get real. Do you [...]