We have to stop the nonsense of thinking a lead is a lead and start getting serious about the quality of the leads we get. I see far too much time spent by not only sales but also marketing at the top of the sales funnel, doing nothing but gathering leads that...
When was the last time you did a deep dive and compared the types of names you have at the top of your sales funnel and who you have coming out the bottom as a customer? For the majority of salespeople, after the smoke has cleared, it’s amazing how the...
Many times the best way to reach a decision maker is by leveraging a salesperson in the decision maker’s own company. The strategy might sound strange, but it works — especially when you can assist the salesperson who is helping you. The strategy is quite...
I’ve found the last two weeks of the year can be great for prospecting if you do it with the right attitude. For most companies, the time around the holidays always winds up being a little more laid back, as many people take vacations. The typical rush of...
Do you think big? I still run into salespeople and business leaders who continue to believe their market is a very tight geographical area or a very targeted list of customers. Sorry, but that ship sailed a long time ago! Understanding your customer base and targeting...
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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