Category Archives: Uncategorized

 The real question is: Where in the process do they get “stuck” and “why” do the get stuck or stalled?   Do we understand their issues, who’s involved, their “conditions and compelling reasons” for changing? Do we know their buying … Continue reading →

Remember:  “It’s natural to be liked.”  If your need to be liked gets in the way of executing your sales plan and activities, it will have a negative impact on your sales and success. The strongest impact is usually in … Continue reading →

Problem: good intentions, incomplete communications and missed expectations typically create delays, misunderstandings, misinterpretations and closing opportunities.  So, what do we do to be better in our communication to get agreements & commitments? We must adopt a clearly written letter/email that … Continue reading →

80% of your business comes from 20% of your clients. In 1896, Italian economist and sociologist Vilfredo Pareto formulated the 80/20 Rule. It states that 20% of the work force produces 80% of the results. How does the 80/20 Rule apply … Continue reading →

Good training will accomplish three goals: It will teach skills that develop efficient work habits (behavior). It will form positive attitudes that promote healthy self-esteem and belief systems. It will build salespeople’s knowledge of techniques which allow for qualifying, closing, … Continue reading →

  As the calendar turns to 2024, we find ourselves at the threshold of a new year, brimming with possibilities and opportunities. For sales professionals, this transition symbolizes more than just a change in dates—it marks the beginning of a … Continue reading →

Remember this? Long days…sore feet…tired back. Sound like your typical trade show? To make the show worthwhile, you’ve got to put in the effort (And track your results). What better place to talk to and meet scores of current users … Continue reading →

“It’s not WHAT you know…It’s what you DO with what you know!” NEW BUSINESS It’s either coming from your existing customer base or from new customers. Keeping the “funnel” filled with qualified prospects requires multiple prospecting methods used in a … Continue reading →