Managing Your Most Important Business Contacts

Managing Your Most Important Business Contacts

You know that old saying: “Keep your friends close and your enemies closer.” Perhaps we could add another clause: “…and keep your references closest of all.” One of my readers recently asked me “to write an article about work and business references in this age of...
Increase Your Sales Confidence

Increase Your Sales Confidence

In last week’s article, I talked about “creeping self-doubt.” This week, we have a related-but-broader topic: confidence. The events of 2020 have rattled many professionals’ confidence, yet confidence is an important prerequisite for business and personal success....
How to Stop Creeping Self-Doubt

How to Stop Creeping Self-Doubt

Regardless of profession or industry, sales professionals work in a risky business. Because our compensation is based upon our own production, those of us who sell for a living must be able to cope with uncertainty and ambiguity. Along the way, we encounter...
Sell Like Your Life Depends On It

Sell Like Your Life Depends On It

Prospecting is not just something sales professionals do to fill their pipelines. Prospecting is a mindset, and for the most successful sales pros, it’s a way of life. If you work in sales, nobody has to tell you that prospecting today is exponentially harder than at...
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...