As often as you are able to deliver new insights that your prospect finds interesting, you can contact him/her. Contacting a prospect is never about sending the stupid note that says, “did you see my list email?” or worse yet, “I’m just checking in to see if you’re...
It’s that time of year when people start thinking about annual awards. Let’s put this particular one to rest. Trust me, you do not want to “win” the vendor of the year award. I don’t care the customer’s criteria nor how much you like them receiving “vendor...
May I share with you a special invitation? Please Join me Thursday, Dec. 10, @ 11 AM PST, for a Salesforce webinar High-Profit Selling: How Leaders Impact Their Teams’ Success. I will discuss in depth what management can do NOW to stop blocking sales and...
Too many times Management winds up getting in the way of Sales and winds up either damaging a customer relationship, or worse yet, damaging the sales force, making them less effective. Below are 10 things Management should be doing on a regular basis to improve...
Let’s do a quick review of some of the key activities the typical sales manager — or sales leader — does. More importantly, I want you to ask yourself which one you are. Compiling of reports Sales managers put them together properly, adding...
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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