How A “Thank You” Saved My Rear End!

Posted January 30, 2012

If you’ve been reading this blog for any length of time, you should know by now that I’m a big advocate of the handwritten thank you note! By now you’re probably sick of hearing me say things like . . . “They help you stand out” “They help get you back on your prospect’s ‘mental … continue reading »

Some Things That Might Not Make Your Schedule

Posted January 29, 2012

I’m going to go out on a limb and assume that if you set an appointment with a prospective client for 10:15 on Wednesday, you’d put that in your schedule. Right? How about if the boss tells you they need to speak with you on Friday at 2:00? And just to beat up the point, … continue reading »

When A Potential Client Requests Pricing Via Email

Posted January 24, 2012

So there you are minding your own business when an email lands squarely in your inbox! It’s a potential client who would like a quote on your services. Pop Quiz: If its simple enough, do you send them a quote or even a ball park number or do you at least attempt to bring this … continue reading »

Should We Give Full Disclosure When Quoting?

Posted January 23, 2012

I’m not ashamed to admit that I run my startup lean! So if it means I take a shuttle instead of a car service . . . so be it! Recently, I decided to treat myself and book a car service. It was at the end of a really long day of airports and I … continue reading »

What Do You Reach To When The Road Gets Tough?

Posted January 19, 2012

I remember watching the “Wanted Dead Or Alive” video back in the day and shaking my head. Here’s this great song and the whole time they’re portraying the band as worn out from the road but still embracing the “the show must go on attitude” I remember thinking “poor f’n rock stars making all that … continue reading »

Being True To "You"

Posted January 12, 2012

I was channel surfing the other day and just happened to catch Emma Stone’s acceptance speech at the People’s Choice Awards. She said something along the lines that its important that we are true to ourselves and that she would not be there accepting that award if she hadn’t made that decision 8 years earlier. … continue reading »

Will You Hold Your Ground And Do What’s Right?

Posted January 11, 2012

I come across sales reps every day who are saying things, and doing things they don’t feel good about! Why? Because this is what their boss, “the powers that be” or the owner  told them to do. Things like deceptive prospecting techniques –      Telling the assistant Mr. Jones is expecting your call when he isn’t. … continue reading »

The Forgotten Improvement Plan!

Posted January 10, 2012

Sometimes we put so much focus on the areas where we need to improve, and then forget to put artillery fire on the things we’re already good at! I know what you’re thinking . . . “Why would I possibly work on something that I’m already good at?” I don’t know . . . maybe … continue reading »

Emailing . . . No Need For Speed!

Posted January 10, 2012

This guy I know (Butch) emails me last week saying some really cool things. So I do what any gracious aspiring sales rock star would do . . . I emailed him with . . “Thanks Bitch!” Actually . . . That’s what I almost did until I paused and gave my reply a quick … continue reading »

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