by chris | Nov 15, 2016 | Sales Process
Success in sales is not measured by activity. It’s measured by results. This sounds simple, yet too many times we get caught up in the process, thinking if we just do the process enough we’ll be successful. The challenge is how do we know the...
by chris | Oct 15, 2016 | Sales Process, Sales Prospecting
I’ve seen enough stupid emails, and what drives me nuts is people keep sending them! Just recently I got another one that said, “I’ve sent you 5 emails. Why haven’t you responded?” Hello! Maybe the reason I haven’t responded...
by chris | Oct 13, 2016 | Sales Prospecting
Just because you can send out a blast of information via a social media site doesn’t mean it’s the right thing to do. When it comes to prospecting, the social media blast is many times the worst thing you can do. To prospect successfully you need to...
by chris | Sep 29, 2016 | Sales Process, Sales Prospecting
Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! Culture starts at the top. If you want your team to focus on prospecting, you must make it a priority. Your role as a sales manager/leader is...
by chris | Sep 27, 2016 | Sales Prospecting
Everyone wants to think using email to prospect is incredibly efficient and the only effective way to generate leads in today’s marketplace. Excuse me, but let me say it right now: Chances are your emails aren’t making the impact you think. Stop...
