Are You Tracking Your Wins?
It's easy to get distracted in the blizzard of activities that we have going on all around us every single day. But unless those activities include a significant number of
Category
B2B Sales Success
Don’t Blame Social Media for Poor Results
Social media doesn't work. Cold calling doesn't work. Print advertising doesn't work. Email is dead! Whenever an advertiser is unable to make a particular marketing vehicle work, they often blame
Are You Clear on Your Basic Messaging?
Until you get crystal clear on your basic messaging, who you serve and how you serve them, you'll find yourself attracting either no clients at all or the wrong clients,
Getting to the Decision Maker
If you've ever had a conversation with someone who had zero power to make a decision, you understand how frustrating it can be. So today we'll talk about how to
The Difference Between Product Buyers and Solution Buyers
It's great when people just want to buy our products and services, but that group is only ever a small part of the entire market. So how do we get
Selling & Earning More in Less Time
We all have the same 24 hours in a day. It's fixed. It's inflexible, so earning more in less time is less about managing time, and more about managing ourselves.
David:
How to Attract Larger Clients
Time after time when I ask our clients about topics they want to know more about, the subject of attracting larger clients comes up. So, in this episode we'll tackle
Creating Customers
David: Management Guru Peter Drucker once said, “The purpose of business is to create a customer.” Does that mean just selling stuff or is there more to it than that?
Chris:
Requalifying Your Clients: The Five Levels of Qualification
Everyone knows that it's far easier and less expensive to sell the clients we already have and yet very few put in the time to consistently engage and re-qualify their
Don’t Be a Pest: Mastering Intelligent Repetition of Contact
Success in sales is dependent upon intelligent repetition of contact. We need to be able to reach out to people lots of times, in lots of different ways and keep