In the first part of this blog we talked about how sales professionals role has been changing in the new economy. In this second blog we will discuss how to become better at selling and building relationships with clients. I heard a story a long time ago from the insurance…
This is the first of a two part blog about the changes in sales. Every day I read new articles that proclaim that sales is dead. People don’t want to be sold any more. With the rise of social media, people are talking with each other, so the power of…
Are you looking for success in your technology or software business? Do you want your company to not just survive, but thrive in these difficult economic times? What were your dreams when you started your business? Did you anticipate how difficult it would be if the market turned downward, as…
We hear about coaches and consultants everyday. Pick up a magazine, watch a talk show, most everyone has a coach it seems. Although people rave about having a coach, there are still others that think it’s a waste of time, or not quite for them. Dan Kennedy has coached hundreds…
In a recent issue Prospecting Weekly, I dared you to become “legendary.” To be legendary is to become the “stuff that tales are made from.” This is a theme that warrants further attention. In my book Prospect & Flourish, I devote an entire chapter to the subject of outstanding service….
If you were growing your own food, would you wait until you were hungry to plant your seeds? Think about the question above. Certainly, you would not wait! Why? Because of simple laws of nature. When you plant seeds, you have to nurture them, and wait for them to grow….
Selling is easy. We all know it. It’s PROSPECTING that’s difficult. In fact, the number one reason sales professionals FAIL in a wide range of industries is not that they don’t know how to sell…it is because they do not know how to prospect. Or, if they do know how…
In a previous post I talked about the need to identify your ideal client when you start to target market. Generally speaking, most people can see that makes sense. If you’re going to target a specific segment of the market, you need to know who you are appealing to. However,…
There’s a lot of technology marketing dollars wasted. There are software and technology companies that spend money on marketing without identifying their ideal client. Other companies hire expensive ad agencies to create ads in newspapers and trade journals to build a brand that doesn’t lead to measurable results. Just being…
We all have attended plays, concerts and movies—whether it was a sell-out show on Broadway or your third grader’s stage debut in the school musical. Regardless of the setting, in your child’s school or on Broadway, the same principle applies: the performers follow a script, and that script is rehearsed…