How to Penetrate Large Accounts
Recently, a long-time client asked me a question about penetrating large accounts. He was talking about how they're currently working with one location, trying to penetrate a second and then realizing
Speed of Implementation Determines Success
Each year I go to industry trade shows, and whether in-person or virtual, I find some people who have achieved extraordinary results since our last meeting, while others seem stuck
How to Get a Buying Decision
Indecision is deadly to sales. People think they want to buy something, but they're not sure what. Or they know what they want to buy, but they can't decide on
It is True that Buyers Are Liars?
There's a phrase that's been popularized in sales which says "buyers are liars." It refers to those who say they want one thing but end up buying another. I've never
Where Do Your Best Leads Come From?
Lead generation is a critical part of every business because without an adequate supply of leads, it's impossible to maintain a business. So where do the bulk of your new
Is Your Social Media Too “Salesy?”
As social media has evolved, so have the ways that people are selling. From Facebook to Twitter, to LinkedIn, to whatever comes next, we all have to be on the
What Do You Do When Prospects Ghost You?
Do prospects ghost you? We've all been through it. You have a great conversation with an excellent prospect. They say all the right things and respond to you perfectly. It
What is Your Strategy for Growing Sales and Profits?
When it comes to growing sales and profits, there are strategies and there are tactics. And this question is designed to deal with your strategy. So what is your strategy for
Is Your Business Invisible to Customers?
Is your business invisible? Many businesses and professional practices struggle, not because they aren't good at their chosen profession, but because they're essentially invisible to their target market. They may