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 to all the others who...
Category
Sales Success
Earning More Money 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....
Attracting 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 it...
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...
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...
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 them engaged...
Recruiting Salespeople & Ignoring the Ones You Have
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: ...
The 4 Step Success Cycle: Turning Knowledge into Cash
Some people say that education is never wasted. I completely disagree. My feeling is that unapplied education may be the biggest waste of all. David: Hi and...
The Most Valuable Players of Marketing and Sales
In sports, MVP stands for most valuable player. In marketing and sales, the letters stand for different things, but they are still arguably the most valuable things you can...
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...