Lessons from Letterman
Lessons from Letterman
/ May 21, 2015 0 COMMENTS
The long late-night run of David Letterman has ended, and the tributes have been ...
Sales Lessons from The Time 100
Sales Lessons from The Time 100
/ May 19, 2015 0 COMMENTS
The Time 100 has become an eagerly awaited annual list of influential leaders, entertainers and thinkers. Though any such list is up for debate, many of those honored by Time have ...
Using LinkedIn to Gain A Leg Up
Using LinkedIn to Gain A Leg Up
/ May 12, 2015 0 COMMENTS
Facebook, Twitter and Instagram may dominate social-media chatter. But it’s LinkedIn that could give salespeople a leg up on establishing new contacts and perhaps new sales. A recent ...
Combating Laziness
Combating Laziness
/ May 5, 2015 0 COMMENTS
Laziness and sales: It’s not the best match in the world. The active pace of sales typically requires a certain level of action and aggressiveness, not a passive approach. And yet, ...
Perfecting the Art of the Cold Call
Perfecting the Art of the Cold Call
/ April 30, 2015 0 COMMENTS
Pounding the pavement and knocking on doors takes guts, ambition and sales training. Cold calling and prospecting by phone does as well, in slightly different ways. The phone doesn’t ...
Developing a Positive Reputation
Developing a Positive Reputation
/ April 23, 2015 0 COMMENTS
Young professionals just getting their feet wet in sales have a lot to ponder and digest about their budding careers. Ideally, one of their ultimate goals would be to develop a winning ...
Getting on the Right Communication Path
Getting on the Right Communication Path
/ April 21, 2015 0 COMMENTS
Communication is one of the trickier skills to develop, because just about everyone has room for improvement in that department. Any industry, any age — most of us could communicate ...
Tackling Your To-Do List
Tackling Your To-Do List
/ April 16, 2015 0 COMMENTS
It’s the simplest form of organization we have as we start the workday. And yet, there are likely some of us not using it the right way. We’re talking about the to-do list, that old ...
How to Build a Relationship With the Gatekeepers
How to Build a Relationship With the Gatekeepers
/ April 14, 2015 0 COMMENTS
When salespeople enter a place of business on a cold call, there is typically one person between them and a possible sales opportunity. The gatekeepers are in a position of power, and ...
Why You Don’t Need to Always Be Closing
Why You Don’t Need to Always Be Closing
/ April 7, 2015 0 COMMENTS
There are loads of sales experts out there with books, seminars and videos filled with “how to close a sale” advice. Not just one sale. This sale, that sale — every sale. The truth is, ...
Four Types of Prospects to Avoid
Four Types of Prospects to Avoid
/ April 2, 2015 0 COMMENTS
For any salesperson that wants any and all prospects, thinking a sale is destined to happen, there may come a time to tap the brakes. Once you start the conversation or dig into the ...