Sales is not a destination; sales is a journey of continual learning. Throughout my many years of selling, I have been constantly gaining new insights and ideas. The discussion continues about whether sales is an art or a science. People are quick to point out the...
It’s time for me to call the baby ugly and believe me, it is ugly! Social selling is neither social nor selling. Ok, phew! I feel better now that I got that off my chest. I’m sure I upset some of you, though. I’m not sorry. I said these were prospecting...
We are now on part 3 of my series called “50 Prospecting Truths”. This one is all about you and your sales calls. Yes, that means you need to get serious about engaging with the customer. Prospecting is far more than just building a plan or thinking about...
Quit thinking prospecting is someone else’s job. It’s your job, and that means you need to have a plan. You don’t have to overcomplicate things. Trust me, it’s easy to screw up a two-car funeral pretty quick with some of the sales plans I’ve seen...
Prospecting is not an afterthought. Prospecting is the foundation sales should be built upon. Furthermore, sales is what business is built on, and business is what drives the economy. If you remove prospecting from the equation, business and in turn the economy will...
A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.
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