5 Ways to Make Closing a Breeze

5 Ways to Make Closing a Breeze

One of my all-time favorite “sales” quotes came from a man known simply as “The Greatest,” the late boxing champ Muhammad Ali: “The fight is won or lost far away from witnesses—behind the lines, in the gym and out there on the road, long before I dance under those...
The Prospecting “Stock Market”

The Prospecting “Stock Market”

Do you invest in the stock market? If so, you’re probably aware of the constant waxing and waning that characterizes the life cycle of the stock market. What goes up eventually goes down and what goes down eventually goes up. If you’re a long-term investor, you tend...
The Ideal Order of Prospecting

The Ideal Order of Prospecting

Salespeople usually have a system for their prospecting communication. For some reps, the system is dictated by the company. Other reps develop their own system for prospecting. The system could also be called your “cadence,” the order, frequency and variety of your...