Three Ways to Get a Prospect to Respond

I received this question from a reader of my blog last week: “Mike, I have a question for you. “Being that people are more accessible with iPhones, text, laptops, computers, email, messenger, FB, Instagram to name a few, why are business owners/decision makers so hard to reach? It’s almost like they are hiding. They don’t even […]

The Harder You Work, The Luckier You’ll Get

I was working with a sales manager last week—he manages a team of 20 inside sales reps with a direct report manager who helps manage half that team—and I asked him what kind of producer he was when he was selling. “I was number one!” he answered proudly. “And if you look at your team […]

Metrics—Which One is Most Important?

Feeling a little overwhelmed by all the new technology that seems to come out every month (almost every week)? If you’re like most companies, then you’ve probably got enough technology in place to measure just about everything: talk time, conversion rates, number of demos being given, lead flow and lead placement in the funnel—top end, […]

Online Training Draft D

About Mike Mike recently won both the “2017 & 2018 Service Provider of the Year Awards” for training and development by the American Association of Inside Sales Professionals. His customized training programs not only provide immediate and sustained lift on production, his presentations have been called “a training experience” due to the motivation he brings […]