Effective Sales Follow-Up: How Much is Too Much?
When we talk about the idea of effective sales follow-up, what does that mean? It’s effective in terms of making sure that we’re on the same page with the person,
Category
Communication
Creating Desire in Sales: It’s All About Them
If you want to create desire in sales, it has to be about them. Their wants, their needs. The things that they're looking to accomplish from the relationship, because that's
The Lead Quality Matrix: A Simple Grid to Grow Your Sales
David: Hi, and welcome back to today's episode, co-host Kevin Rosenquist and I discuss the lead quality matrix. Welcome back, Kevin. Kevin: Good to be here. Excited to chat about this,
Are You Speaking to Your Ideal Clients?
You're going to be interacting with a lot of people who are not your ideal clients. And along that path you're going to be asking yourself, does this person meet
Why Clients Shop Your Ideas — and How to Fix It
It’s no fun when clients shop your ideas. If you ever came up with a brilliant idea for a promotion, only to have a prospect think it over, say they’d get
Arguing with Reality in Business
Arguing with reality in business is a huge waste of time. If you've got clients who are in that head space where they're sort of scared, they're not quite sure
Disrupting Sales Relationships
Disrupting sales relationships is tricky. When you go into a sales presentation, if you recognize that it's likely they're going to have someone, and if you've got an arsenal of
What You Say About What You Do
"You have to create value in the sales process, create value in all the communication that you're putting out there. When you do that, you're already positioned better and differently.
Reimagining the Essentials of Marketing & Sales
Reimagining the essentials is different for everyone. And I hear both sides of that from people. I hear people who are like, ” oh yeah, you know, I’ve been doing