Follow Up Until: the Art of Gentle Persistence
When following up with prospects, remember that they will not call you back, even if they have an interest. It takes following up, with gentle persistence.
Sales
Everybody Prospects!
Drawing on more than 40 years of experience, Jim McCarty shares sales techniques known as Showbiz Selling. It begins with a mantra: Everybody Prospects.
Rejection IS Personal!
You shouldn’t let rejection get to you too much. After all, it’s not personal…or is it? Indeed, rejection is personal. Here’s why.
Are You Hiring Sales Talent for Your Start Up? What You Should Know
I’ve received several notes from former clients who run startup businesses asking how to hire the right sales professionals for their businesses. They found that hiring the best resume often times leads to failure for the startup sales professionals.
“Tell Me a Story…”
People love stories because they can relate to them. A concise, results-focused story will enable you to emotionally connect with your prospect, and define your value proposition at the same time.
Who Says There is No Silver Bullet?
How many of you have heard references to the metaphor of the Silver Bullet? Typically, it is used to represent the ever-elusive quick fix to achieving whatever goal one may wish to attain. In most cases, those goals will have something to do with economic prosperity or weight loss.
How Much Are You Paying NOT to Prospect?
Are you letting fear of rejection to keep you from prospecting? Maybe it’s just a lack of discipline. At what cost? How much are you paying NOT to prospect?
Can Dion Shealey Help You Get More Out of Your Life?
I’d like to introduce you to our newest guest blogger. His name is Dion Shealey and he’s someone I think you will enjoy hearing from. He’s a successful entrepreneur and leader and he’s committed to helping you become more successful.
To Get Your Foot in the Door, Use a Wedge.
In B2B selling, what do you do when you want to pitch to a company, but you don’t have that connection? We say: To get your foot in the door, use a Wedge. Here are the eight steps in how to do it.
Why Aren’t You Getting Your Foot in the Door?
When it comes to B2B prospecting, we all know that ideally, the best way to connect with new, qualified people with whom we can discuss our business is through a common relationship—a personal introduction. Yet we all will face situations when we would like to get into the doors of an organization, and yet, we feel as though we are hitting a brick wall.