5 Tips for Following Up after a Networking Event
What you do at the event is important, but what you do after the event is even more important. If you don't follow up or [...]
Conversation Exit Plan
It can be an awkward moment at a networking event when you want to move on but aren't sure how to make a graceful exit. [...]
4 Ways to Start a Conversation at a Networking Event
Be interested rather than interesting. Have a genuine sense of curiosity and ask the right questions. That is why networking is so easy: there is [...]
5 Tips on How to Take Notes in Your Meetings
There is an art and a science to sales. The science is in the process. The art is in the conversation. How do you have [...]
How to Leverage the Notes You Take in a Meeting to Motivate the Prospect to Take the Next Step
Mindset matters. To be successful in sales you want to be intentional about what you do. Even something as simple as taking notes in a [...]
3 Questions Every Gatekeeper Will Ask and What to Do
As you painfully know, the gatekeeper is anyone who blocks you from contacting the decision maker. From my experience there are three things the gatekeeper [...]
Everyone has to Eat
I have been calling on corporate executives for the past 36 years, one of the most common objections I get when I ask a prospect [...]
2 Ways to Handle, “I Want to Think About It.”
Let’s, assume you have taken a prospect through your regular sales process and the natural cycle time it takes to do that. You have completed [...]
Why Most Sales Managers are not the Practice Coach, the Game Coach, and the Practice Coach
A competent sales manager places more emphasis on preparing their sales team for good performance than they do in the actual performance itself. The way [...]
Why Coaching Fails or Fails to Happen
What goes into “effective sales coaching”? Let’s break it down into two fundamentals. How often a sales manager does it and how good they are [...]