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...
When business leaders or salespeople hear prospects say, “I already have a contract for that, thanks anyway” they too often think there is no opportunity. They hang up, cross the prospect off the list, and never contact the prospect again. Big mistake! They are...
Did you ever notice people become more serious at the beginning of September? Gone are the lazy days of summer and in front of us are four important months before year end. I call this the “Back to School Mentality.” I see it as much amongst adults as I do amongst...
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...
A seminar attendee once said, “If a prospect cancels a meeting, it obviously means the prospect is not interested. Further, if the meeting is rescheduled and the prospect cancels again, the prospect is not only uninterested, but also rude and unworthy of my...
It's not easy to get a meeting with a decision maker. So when you have one, it had better go well! Have you ever finished a meeting and wished you achieved a better outcome, gotten further into the discussion or secured better next steps? We call this "the valuable...
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...
Did you ever wonder why some sellers can get the “difficult to get” prospect meetings and others can’t? These are the meetings with high level, hard to reach prospects. Do you have some of these prospects on your wish list? Imagine what meeting these people could do...
Most business leaders and sellers are good at setting next steps at the end of a prospect meeting. They are also fairly good at executing the follow up, especially if there is an immediate need. Where too many fail miserably is in effectively nurturing prospect...
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...
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,...
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...