Building Client Trust in a Virtual World

Building Client Trust in a Virtual World

To know you is to like you. “As the world shifts to virtual, the challenge is building client trust.” I almost fell out of my chair when I heard this from a VP of Sales. Building client trust has always been a challenge, so why is this new in a virtual world? It can...
Your Lead Gen Is Broken (Here’s How to Fix It)

Your Lead Gen Is Broken (Here’s How to Fix It)

Not getting the ROI you expected from your lead-gen tactics? Try this instead. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. Every sales leader says their  #1 prospecting challenge is getting leads in the pipe. They complain they...
The Phrase of the Year Is Seller Access

The Phrase of the Year Is Seller Access

Are your buyers clamoring to talk to you? My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales? A sudden decline in seller access. When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople....
How to Become Unstoppable in Sales

How to Become Unstoppable in Sales

What do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? They fit together like hands and gloves. Get the referral, get the meeting. You’ve heard me say that many times, but it’s now come to life—with a provocative addition...
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