Have you ever just "winged it" to gain access to a key decision maker in a large prospective account? Odds are, if you did wing it, your luck quickly ran out shortly after you exchanged pleasantries ...
You can't strike it rich mining for gold unless you are in the river prospecting for it - and it's NOT on the bank - it's in the water!First let's take a look at how you feel about prospecting - becau...
After spending 20 years working in sales and a good proportion of that in new business sales, I can tell you that a lot of seasoned sales people hate to prospect. It can be time consuming, laborious, ...
When I first entered the insurance industry I had the good fortune to join a small insurance brokerage as a partner. There were only two of us in the business, and my partner wrote mainly general ins...
Recently I met with a childhood friend of mine that works for a large mortgage company in the Midwest. As with many loan officers in this market, he was struggling to close a decent amount of busines...
Most sales professionals slash their income because they fail to use one hour a day well! Whether young or old, one year in the business or twenty years, most sales professionals let the income they d...
Cold calling is the pits! We all hate it and we also hate being on the other side of a cold call. So to stop cold calling you need to be able to generate leads without picking up the phone. Here's the...
Salespeople often overlook one of the most effective and quick ways to both establish themselves as experts in their field and generate a pipeline of quality prospects.Most salespeople who sell direct...
Forums that you frequently post on can be an excellent source of interested contacts as long as you do it tactfully.First, The Proper Use Of Forum Signatures (sigs).Putting a small signature on the...
How many times have you heard "The only reason he got the business was because he golfs with the owner." Well more than once I am sure. So is that the foundation for a great sales person. Absolutely!!...