The Truth About Closing Deals
Do you want to be more effective at closing deals? If so, you might need to change your way of thinking, because closing is actually “an act of service.” So says sales consultant James Muir in his report, The 7 Deadly Sins of Closing and the Statistical Truth that...
Learning from Bad Prospecting
I’m not trying to make fun of anyone, nor am I trying to be mean spirited. Please know that. It’s just that we can learn so much about prospecting from bad examples of real prospecting attempts. That leads us to an email I received recently: Hi Jeff: I don’t...
Pipeline Management: Time Blocking, Teaming & More
I just talked to a sales pro who had her best month ever. She’s on top of the world. There’s arguably no better feeling in the world than hitting a new sales peak. Maybe you’re having your best month now too. If so, congrats. If not, you surely remember your best...
If Your Sales Pitch Sounds Cheesy, It’s Not Client Centric
During the summers in high school and college, I worked as an outbound telemarketer. It was like a sales “sweat shop.” For four hours each evening, I was tethered to a phone in a call center with 150 other college kids (and a few “lifers” as we called the older...
Are You Rusty at Networking?
Are you rusty? After a year of online and telephone prospecting – and pretty much zero in-person events – many sales professionals are going back to traditional networking. Last month, someone I told me about going to his first cocktail party “mixer” since before the...
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