How to Develop and Maintain Raving Fans

By Jeff Beals Have you ever had a raving fan? Does your organization have raving fans? In 2004, Random House released a book called Raving Fans by Ken Blanchard and Sheldon Bowles. The book was intended to help companies improve their customer service. The authors’...

Finding Your Own Area of Self Marketing Expertise

By Jeff Beals “You’re in real estate; you’ll know,” my friend said with an inquisitive look on his face. “What company is moving into that big office building under construction along the freeway?” This was a problematic question for me, because I hadn’t even noticed...

The Only Sales Knowledge You’ll Ever Need

By Jeff Beals In his new book on selling, Anthony Iannarino asks readers to finish this sentence: “I sell ___.” He then writes, “If you answered anything other than ‘outcomes,’ you are wrong. If you answered with your product, service or solution, your answer is so...

How to Survive in a Post-Cold-Calling World

By Jeff Beals In 2007, it took an average of 3.68 cold-call attempts to reach a prospect. Today it takes eight attempts.  That’s according to TeleNet and Ovation Sales Group.  Some studies have indicated it requires 10 to 12 attempts to reach an executive-level...