It’s the start of the new year! The number one question I get hit with this time of year is: what do I need to do differently related to prospecting? Watch this video I made a couple months back about why most prospecting efforts fail: The vast majority...
Have seen the commercials for a credit card with Jennifer Garner asking multiple times, “What’s in your wallet?” I don’t know about you, but each time I see one of those I can’t help but change the question to, “What’s in your...
Discounting is not a viable prospecting strategy! If you think you can fill your pipeline and create great customers with a low price, you’re setting yourself up for failure. Go ahead and cut your price and go ahead and tell yourself you will do it just this one...
Think about the title of this blog for a moment – what does it mean to you? Prospecting is the foundation from which sales is built upon, and sales is the foundation business is built upon. Our economy is driven by sales. When sales accelerate, so does the...
Here is excuse #32 for not prospecting: “I do all of my prospecting at networking events.” This ranks right up there with the village idiots who try to sell you the second you connect on LinkedIn. Thinking you can attend the after-hours mixer put on by your local...
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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