Growing Your Client Base Proactively
When I think in terms of building a client base proactively, to me, that means deciding in advance, what type of clients do I want? What types of clients do
Category
Communication
How to Get It All Done (Without Doing More)
We get a lot of comments and questions from people asking "how can I get it all done?" There seems to be so much that has to be completed on
Persistence in Sales Can Be Deadly
Persistence in sales can be a valuable trait, but only when we're doing the right things. When we're doing the wrong things, persistence can be harmful, detrimental or even deadly. One afternoon
Create a Positive Buying Experience
I had a buying experience or two recently that left me feeling frustrated, annoyed and kind of sad. It was frustrating that people could be so blasé about business. And
How to Be Confident in Sales
Some salespeople in our industry are very good at what they do, but they don't get to do enough of it. They don't get to sell as much as they
Leading Prospects Off of Social Media
As a professional in our industry, you probably differentiate between your online and offline activities. You may further differentiate between your personal online activities and your business online activities. Or
Did I Say Don’t Cold Call?
Would you believe that some people thought from last week's episode that I was saying not to cold call? However did you get that impression? :) As expected, I got a
Cold Calling: Here’s What I Really Think…
Some people hate even the idea of cold calling. Other people swear by it. But generally, at least once a month, someone will either talk to me about the problems
Get the Hard No in Sales
Sometimes in sales we like to hold out hope that just because someone hasn't said "no" to us, they'll eventually turn into a "yes." And sometimes that happens. But in