One of the most important decisions a business owner can make is how to protect one of the company’s most valuable assets…the sales pipeline. The relationships that you and your team have built with customers and prospects will lead to future income. Some prospects...
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...
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...