Stop Recruiting and Ignoring Salespeople
Many businesses spend a ton of money trying to recruit new salespeople, but they spend little to nothing to help train and support the ones they have.
David: Hi and welcome
Category
B2B Sales Success
The MVPS of Marketing and Sales
In sports, MVP stands for most valuable player. In marketing and sales, the letters stand for Message, Vehicles and People. These three components are arguably the most valuable things you
How to Think, Act & Communicate Like a Leader
In the past you've said that market leaders think, act and communicate differently than the rest of the population. What do you mean by that?
David: Hi and welcome to the
Exploring the Idea of Market Domination
You talk a lot about market domination, is that just for effect or are you serious about it?
David: Hi and welcome to the podcast today. I am joined once again
From Stealth Mode to Intimidation Mode
Many businesses can start out and plod along for years without making any serious inroads in their marketing. But those who want to grow more quickly, need to take a
Maintaining Control of the Sales Process
A lot of sales training focuses on the idea of maintaining control of the sales process: Directing attention, leading the conversation, deferring questions about price until the end. Essentially it's
How Many Prospects in Your Pipeline?
It would be great if we were able to close every prospect we ever targeted, but that's just ridiculously unrealistic. So how many prospects should we have in our pipeline?
Selling More to Your Existing Clients
Everyone knows that it's generally easier to sell to your existing customer base than it is to sell to new clients. Still many salespeople and business owners focus a lot
Dealing With Price-Cutters in the Current Economy
Most value-based businesses hate the idea of price-cutters -- those who go into a market, offering a low price (often for an inferior product,) while pretending it's all the same.
Reboot Your Customer Base
David: In our last podcast, we talked about how adversity reveals a client's true colors. This week. I'd like to take it a step further and explore the idea of