Want to know a little secret?  One of the most powerful techniques you can use to ensure your immediate and continued success is to stay focused on what you want – and all aspects of that – and not to give in to worry, doubt, or to the temporary circumstances that might be happening right [...]

Someone once said that worrying is praying for things you don’t want to happen.  What a great saying, and, like all sayings, there’s a lot of truth in it.  When you think about it, praying is when you concentrate on one thing and then you meditate or "pray" on it to the exclusion of all [...]

In response to last week’s article on ?Just send some information,? someone wrote and asked this: ?Sometimes it takes five to seven ?touches? before someone will buy, and sending information begins that process. How do I strike a balance or know when to just cut bait and not send anything?"
I understand it’s important to [...]

How much time and money do you devote to your company’s sales pipeline? Think about the resources, the software, the meetings, the forecasting, the managing and measuring you do, and the time and effort you give it. If you’re like most CEO’s or VP’s or sales managers, your sales pipeline is your life blood. It’s [...]

If you?re in a selling situation where you get to call back leads that have expressed an interest in your product or service, then consider yourself lucky. Whether they come from traditional advertising sources or from the internet, inbound leads save you the time, effort ? and often the terror! ? of cold calling. While [...]

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 [...]

In sales, the ability to truly listen is what separates the Top 20% of producers from the bottom 80%. Now when I say “listen,” I mean much more than just hearing what a prospect is saying. Many sales reps hear their prospects, but because they are unprepared to handle various objections or questions, [...]