Should You Leave a Voicemail?

Should You Leave a Voicemail?

When prospecting for new clients, does it make sense to leave a voicemail? In a word, yes! The vast majority of prospecting calls go to voicemail. Some sales reps gripe and grumble when they’re automatically routed to a prospect’s voicemail. They complain, “Nobody...
Sales Inspiration from an Unlikely Source

Sales Inspiration from an Unlikely Source

When the doorbell rings, I don’t even flinch. It’s usually one of my kids’ friends, so I let them answer it. I’m immune to the ding-dong sound. But on Wednesday afternoon, I was the only one around, so I answered the door. Standing before me was something I had not...
Advice for Contacting Prospective Clients

Advice for Contacting Prospective Clients

We don’t want to be tone deaf when we talk to current or prospective clients, but that doesn’t mean our communication should lack substance. Hard-sell tactics are not typically effective, and they are even less so in times like this. Because of that, some people are...
Looking Backward While Moving Forward

Looking Backward While Moving Forward

You probably have heard the Biblical phrase, “There is nothing new under the sun.” It comes from the Book of Ecclesiastes written in 935 B.C. In the 1800s, Abraham Lincoln said, “Books serve to show a man that those original thoughts of his aren’t very new after all.”...
What Does It Mean to Sell Today?

What Does It Mean to Sell Today?

Every once in a while, I publish a guest article from one of my colleagues. I’m in a mastermind group with 52 other sales authors/consultants from around the world. One of those members is my good friend, Mark Hunter, who just released a new book called A Mind for...