#1 Sales Tip Given To 1000 Business Leaders

#1 Sales Tip Given To 1000 Business Leaders

Today, I'm supposed to be in Boston with the Scaling Up Coaches for the CEO Summit where Verne Harnish will speak.  Sadly, and thank to my first bout with Covid, I cannot be there and am experiencing F.O.M.O!  In honor of the CEO Summit, I'm rereleasing this article I...

read more
When Prospects Don’t Call You Back

When Prospects Don’t Call You Back

It can be very frustrating when prospects don't call back!Here are a few of the strategies we use which work. We email the decision maker a content rich, compelling (short) email on a Sunday night. Our email becomes one of the first, if not the first, read on Monday...

read more
When to Give Up on a Prospect

When to Give Up on a Prospect

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...

read more
Lead Nurturing Strategies Which Actually Nurture Leads

Lead Nurturing Strategies Which Actually Nurture Leads

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...

read more
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...

read more
When Hiring Sellers, Pay Attention to the Minutia

When Hiring Sellers, Pay Attention to the Minutia

Recently, we were interviewing candidates for a Door Opener® position for our company. There were two excellent candidates we were considering for an assignment. They both had similar skill sets and the same amount of experience, and both interviewed well. They both...

read more
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...

read more
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,...

read more
Not Getting Enough Prospect Meetings? Here’s Why!

Not Getting Enough Prospect Meetings? Here’s Why!

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...

read more

Pin It on Pinterest