Job layoffs. Budget cuts. Recession. Welcome to 2010! While 80% of companies and sales reps are expecting the worst, the Top 20%, as always, expect to and will do well this year. Here are the three things they are doing, and that you can do, too, to make sure you are successful in 2010:
1)    Protect [...]

I get many requests each week from readers who want to know how they should deal with incoming “warm” leads.  “These leads are more qualified because they are calling in,” I hear over and over.  But we all know this isn’t necessarily true is it?  In fact this attitude leads to the biggest mistake 80% [...]

So many companies these days get their leads from website inquiries, trade shows, Internet advertising, media advertising, etc, and they ask me over and over again: “What’s the best way to deal with these kinds of leads?”
Good question.  You would think that getting back to a “warm lead” would be easy, but you’d be surprised [...]

One of the biggest mistakes 80% of salespeople make when qualifying is to overlook or not react to obvious Red Flags prospects give during the initial call.
In their haste or desperation to “generate a lead” or to “fill their pipeline,” most sales reps hope that the possible objection they just heard will miraculously go away [...]