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How Consistency Pays Off in Prospecting

How Consistency Pays Off in Prospecting

Forget the early bird. The most persistent bird gets the worm.  Ask yourself: Am I consistent in how I use my time, how I schedule my time? Am I consistent in how I stay engaged with my customers and how I follow up?  Many salespeople struggling to close deals are...
6 Tips to Sell to Multiple Verticals

6 Tips to Sell to Multiple Verticals

There’s a lot of traffic out there; stay in your lane. If you try to cut lanes, you are going to get into an accident much faster.  When you’re prospecting, chances are you chase a lot of leads, but get little to no traction. You have to get traction to be...
Overcoming the #1 Obstacle to Prospecting

Overcoming the #1 Obstacle to Prospecting

The number one obstacle to prospecting is not what you think it is.  People always think they don’t have the right leads, or don’t have the right script. That’s not the number one obstacle. The number one obstacle with prospecting really comes down...
How to Balance Prospects and Existing Accounts

How to Balance Prospects and Existing Accounts

I hear excuses all the time as to why someone can’t prospect. One I hear frequently is, “I’ve got to take care of all these existing customers. I’ll prospect when I get done with that.” Oops—then you never get time because those existing customers just...
5 Time Management Tips for Salespeople

5 Time Management Tips for Salespeople

If I had time to prospect I would, and if I had time to prospect, I know I’d be really good at it.  Liar, liar, pants on fire.  You are making a big fat excuse, and it comes down to poor time management. When you start viewing time as your most valuable...