The Trouble with Targeting in Business
The trouble with targeting in business is that a lot of people don't do it well. It reminds me of that line from one of the Godfather movies where Michael
Category
B2B selling
Creating Explosive Growth in Your Business
Why is it that some businesses take off like a rocket while others can languish for months or years without creating explosive growth? Why do some businesses plateau at a certain
The Antidote to Talking, Thinking and Worrying about Selling
Some people in our industry spend so much time talking about selling, thinking about selling and worrying about selling, that they rarely find the time to actually sell! The best salespeople
Prospecting is Not Cold Calling
Prospecting is not cold calling, and prospecting is not selling. When you realize that these are different functions, it allows you to treat them as such. Cold calling may be one
The LAIR Method: A 4 Step Success Cycle
Some people say that education is never wasted. I completely disagree. My feeling is that unapplied education may be the biggest waste of all. That's why the LAIR Method, our