Jan 27, 2010 | Account Based Sales
Expertise isn’t just handed to you. Commitment to a daily routine and practice separates you from every other salesperson out there. Commit and succeed. Malcolm Gladwell, (Canadian journalist and author) said, “Practice isn’t the thing you do once...
Jan 25, 2010 | Social Selling
Our smartest, tried & true business-development, lead-generation, deal-closing tool has always been ourselves. And that’s not going to change anytime soon—if ever. Nothing’s really changed in the sales world, although many pundits rant about the “new normal,” “new...
Jan 18, 2010 | Referral Sales
You know I love to share my love of referrals. So here’s your personal invitation to join David Nour, author of ConnectAbility and Relationship Economics®, and me for the one-hour, FREE No More Cold Calling in 2010 Webinar on January 26th. Catapult Your Sales...
Jan 5, 2010 | Account Based Sales
I just listened to an interview with a noted sales author who was speaking about reaching sales prospects. I was appalled by her latest sales statistics regarding prospecting: You get voicemail 80 percent of the time, and it takes 9-12 attempts to actually speak with...
Jan 5, 2010 | Referral Sales
You’ve become a top-notch referral networker, you take action on your referral sales plan, and you leave excellent voicemail messages. What messages does your email communication convey? With ever-present Internet access (“crackberry,” anyone?) and...
