OK class, I hope everyone packed their lunch today because we’re heading out on a field trip! I had the good fortune of being quoted on the Forbes website in an article titled “The Essential Do’s and Don’ts of Selling”. I hope you’ll click on this link so you can be magically transported over to … continue reading »
I think sometimes we get so caught up in our immediate success that we forget about key moves we could be making to create additional success . . . Enter the newly acquired account . . . that used to be your competitor’s! Make sure you ask your new account why they chose you! You … continue reading »
With one month already behind us in 2012, I had a bit of a flash back . . . To New Year’s Eve when I was shaking my head over how fast the last year went and how my thoughts went back to . . . New Year’s Eve 2009 as we were about to … continue reading »
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 »
I was opening the mail the other day when a message struck me as odd. It said something along the lines of . . . Mr. Castain, We value your business and wanted you to know that we have moved to blah blah blah. I have no clue what it said after the “We have … continue reading »
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 »
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 »
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 »
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 »
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 »
I look forward to hearing from you!
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