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If your potential clients are worth pursuing, they’re getting a lot of calls, emails etc from other people trying to sell them stuff. And if they’re getting a lot of calls, emails etc from other people trying to sell them stuff, they’ve mastered the art of deciding, withing the first few seconds, if the people trying … continue reading »

Sales, for many of us, is a balancing act between several activities; Prospecting Retaining and “Wowing” Clients Growing and Developing Clients Oh, and let’s not forget about all the admin activities we need to do to support the other activities. Needless to say, it can become really challenging to squeeze all of these things in and … continue reading »

A few weeks ago, we began the new year and you had all those goals. How’s it going? Have you given up? Are you trying different things this year or have you reverted back to . . . The same things you’ve always done and meanwhile; Expecting a different result? Are You Ready To Make … continue reading »

Next to email, the phone is easily the noisiest channel when it comes to reaching out to a potential client! And since those potential clients are overwhelmed with the high volume of calls; They have assistants filtering them, voicemails stopping them and if you’re lucky enough to get through; You’re dealing with a person who … continue reading »

I’m not going to lie to you, I don’t like cold calling. I’m not a fan of the rejection or in some cases, the level of assh*le that I encounter from time to time but; Aside from all my other forms of outreach to my potential clients, sooner or later, you have to pick up … continue reading »

Do you ever get nervous when it comes to making cold calls? If you do, I don’t want you to feel bad, and I don’t want you to feel ashamed. This week’s Quick Sales Tip will help! Also, you might want to check out our Prospect Like A Pro course. It will help you to … continue reading »

For those of you who couldn’t make our How To Close More Deals webinar earlier today, you missed out on the extra 30 minutes of content I included (on the house). Here’s what we covered . . . How to find higher probability prospects How to get ALL of the stakeholders into your meetings How to … continue reading »

In a few hours from now, a few hundred of your peers will be putting on their “humble student” caps to join us for our How To Close More Deals webinar. We have participants from the 20+ years sales veteran to the “sales newb”. There will be people on this webinar who are crushing it with … continue reading »

Forgive me for writing a blog post, that on the surface, seems like I should have written it in crayon but; Are you asking for the business? Are you asking for it at the right time during your process? And while we’re at it, HOW are you asking for the business? Have you ever stepped back … continue reading »

Many of us were force fed a half truth that has cost the sales profession billions of dollars. We all were taught to “Look for the pain”. While pain is the single biggest motivator for change, going into a meeting and probing only for pain is sales malpractice. Contrary to what we’ve been taught, pain … continue reading »