Getting the Most from Prospect Meetings

Getting the Most from Prospect Meetings

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 walked out of a meeting and wished you had achieved a better outcome, gotten further into the discussion or secured better next steps? We call this “the...

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Silence Really Can Be Golden

Silence Really Can Be Golden

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...

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Consistency or Else! Stories of Lost Sales

Consistency or Else! Stories of Lost Sales

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...

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Know Your Decision Maker

Know Your Decision Maker

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...

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