FOMO is an acronym for Fear Of Missing Out. This term, popular amongst college students, applies to adults too. It is the feeling that even though the calendar is full of important events and responsibilities, there’s something else more enticing, more urgent, that...
Finding time for new business development can be difficult. There’s always something else that seems to be more important. I’ve found that people who don’t carve out time for this find themselves with an empty pipeline down the road. Here are 10 tips for fitting new...
Over the last year I’ve heard several stories about lost sales opportunities. Many occurred as a direct result of post-conference oversights that could have been avoided. It happens too often. Join me by shaking your head as you read the story below. Then, vow to...
As a business leader, it's easy to get caught up in the excitement of attending the networking event you hear about. After all, conferences and trade shows offer opportunities for networking, learning, and staying ahead of trends. But let's be honest—those ticket...
The perfect pipeline includes a consistent incoming flow of new prospect relationships with the exact right decision makers. Most business leaders and sellers say they can close sales most the time when they are in front of the right prospects. The problem is they...
Many make personal resolutions to ring in the New Year. But have you considered making a professional resolution as well? Each year business leaders and upper management set annual goals that often include things like 'grow top-line revenue' or 'meet more prospects'...
Leaders want their sales teams to deliver YESTERDAY, no matter whether sellers are new hires, tenured, pursuing existing markets or new ones, whether they’re coming off a great quarter or starting a new one. How do leaders set realistic goals so sellers can make their...
One of the limitations of LinkedIn introductions is that you are at the mercy of the person doing the introducing. You have no control over how quickly your contact introduces you and you have no control over when you receive a response. To avoid what can feel like...
Make the most of your summer by seizing new business opportunities while your competition plays miniature golf! While it’s true that most people do vacation in August, I don’t know anyone who goes away for 4 weeks straight! What does this mean for you? It means people...
Leaders, if you are serious about generating more revenue and growing your overall sales number year over year, your sellers need to spend more time selling. While this seems a simple and obvious concept, few companies get it right. In this episode of Sales B12®,...
When decision makers say, “No thank you," should you keep trying or cut your losses? My experience is that as long as the prospect is someone whom your research indicates is an “A” level prospect there is no reason to give up, unless you receive new information that...
It was 4pm on a Thursday and I was sitting in my car outside Starbucks. It had been one of those days. You’ve probably had one like this too. Phone call followed by phone call followed by meetings and then more phone calls. I had one more call to go. One call standing...
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