Calculating Your Sales Cycle

Calculating Your Sales Cycle

Sales take time to close. Whether you’re launching a new business or growing an established one, the ideal time for a closed sale is usually “yesterday.” But we all know that’s not how life works. There is a tremendous benefit, however, in being able to predict how...

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Lead Nurturing Strategies Which Actually Nurture Leads

Lead Nurturing Strategies Which Actually Nurture Leads

Most business owners, salespeople and non-sellers responsible for sales are pretty good at setting next steps at the end of a prospect meeting. Most are fairly good at executing the follow up, especially if there is an immediate need. Where too many fail miserably is...

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What My Dad Taught Me About Sales and Life

What My Dad Taught Me About Sales and Life

April marks the anniversary of my dad’s passing. I think often about the ways he influenced me over the years. He owned his own business and was in sales for most of his entire career. One of my favorite stories about him takes place early in his career when he was...

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Get More New Prospect Meetings

Get More New Prospect Meetings

If I had a dime for every business leader who says, “When we are in front of the right prospects we close sales most of the time, we just need to get in front of more prospects!” I would be a VERY wealthy woman. Why hold off making changes or trying something new that...

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3 Words That Get Silent Prospects to Respond

3 Words That Get Silent Prospects to Respond

You speak with a prospect who tells you he/she is interested in your services. You’ve contacted that person many times (all the while using the 3 P’s of prospect follow up – Persistence with Patience without being a Pest) with no answer…now what? Are they no longer...

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Getting Prospects to “Hello!”

Getting Prospects to “Hello!”

Did you have as many new prospect meetings as you wanted in the last 12 months? If not, why not? And, most importantly, what will you do differently in the next 12 months that will yield better results? If you didn't get as many meetings as you wanted it's important...

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The New Sales Paradigm – Finding New Clients Virtually

The New Sales Paradigm – Finding New Clients Virtually

The biggest sales challenge companies now face Most companies face a consistent challenge when it comes to sales. Those responsible for business development either don’t have the skills to get in with the right decision makers or their time is better spent on closing...

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When You Can’t Get the Sale to Close

When You Can’t Get the Sale to Close

Have you ever had a great initial prospect meeting, followed up diligently and then despite your best efforts, can’t get the sale to close? It’s a frustrating part of sales and it happens to almost everyone. Here are some tips to help you keep the sale moving. Ask...

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Personalization Counts When Prospecting

Personalization Counts When Prospecting

It sounds like a no-brainer, doesn’t it? We personalize our conversations all day long with the people we know. It comes to us as naturally as reaching for our first cup of coffee in the morning. Yet, in all my years of selling and coaching others to sell,...

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December is a Great Time of Year to Reach Decision Makers

December is a Great Time of Year to Reach Decision Makers

Why spend the last two weeks of December cleaning out files when you could be filling next year’s pipeline with new business? Most business leaders and salespeople believe that trying to reach prospects at year-end is pointless and instead spend time getting organized...

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Why Waste the Month of August?

Why Waste the Month of August?

Make the most of your summer by seizing new business opportunities while your competition takes time off! 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 are...

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