Who likes to work on the weekends? No one does. Who does work on the weekends? Senior level corporate decision makers do. More and more we’re finding the high level execs plugged in on weekends. It’s not just the teenagers who are glued to their devices. I was...
Have you ever waited for a prospect to return your call? And he doesn’t? You call again, you email and still no reply? Argggg! How frustrating! Recently, a prospect asked me for a proposal. We were an exact match for his needs. Shoe in, couldn’t miss. So...
As mentioned in Part 1 of this series, I recently had the privilege of spending time with some high level Fortune 500 corporate prospects. Knowing they hold the key to my clients’ successes, I asked them what they like and don’t like about their interactions with...
Consistency earns the respect of decision makers, a necessity for growing relationships that lead to sales. On a flight to Dallas, I met a high level decision maker from a Fortune 500 company. I asked her what she liked and didn’t like about sales people to get her...
I was recently asked, “What is your single favorite piece of sales advice?” Here it is. Have a healthy respect and empathy for decision makers. These days decision makers are doing more than just their jobs. In the corporate world, many companies are still adjusting...
Have you experienced the 'Big Black Hole' of the sales process? It's like this: You receive a well-earned request for a proposal, spend precious time crafting it, hit “send” and anxiously await a response. And then surprise, surprise, you’re rewarded with nothing but...