Clients Who Lack Urgency

Clients Who Lack Urgency

by | Apr 9, 2022 | Sales Motiviation

From 1980 to 1995, Gary Larson had a syndicated, single-panel cartoon known as The Far Side. It ran in thousands of newspapers and was pure genius in its simultaneous hilarity and simplicity. I could always relate to the cartoon especially one captioned, “Same planet,...
Tips & Tricks of the Trade

Tips & Tricks of the Trade

by | Mar 25, 2022 | Sales Motiviation

Today I share some collective sales wisdom in bite-sized chunks from three experts. Enjoy… Confirming Client Appointments Let’s say you successfully scheduled a face-to-face meeting with a prospective client, and the time for that meeting is tomorrow. Because you...
Be Wary of the RFP Trap

Be Wary of the RFP Trap

by | Mar 11, 2022 | Sales Motiviation

Whenever you have a lot disruption in the world, it usually ends up disrupting your business and your job too. Over the past couple years, we’ve had the pandemic, inflation, supply chain issues and now a major war in Europe. During periods of tumult, you’re likely to...
Proactivity vs. Victimhood

Proactivity vs. Victimhood

by | Mar 5, 2022 | Sales Motiviation

The temperature in my son’s high school classroom was 85 degrees. At least that’s what he said when I asked why he sometimes has a hard time focusing during chemistry class. I get it. I remember certain classrooms in high school being particularly hot or cold. I also...
Your Personal Target Audience

Your Personal Target Audience

by | Feb 18, 2022 | Sales Motiviation

I’m going to share a very large number with you… 7,753,000,000 Unfortunately, that number is not my net worth. In fact, it has nothing to do with money. That big number is the current world population. That’s the approximate number of humans now living on planet...
Prospecting vs. Closing

Prospecting vs. Closing

by | Feb 11, 2022 | Sales Motiviation

More than 40 percent of sales professionals say prospecting is the most challenging part of the sales process according to a HubSpot survey. Thirty-six percent said closing was the most difficult part while 22 percent said qualifying prospective clients was toughest....