It seems in virtually every professional endeavor that the prep work is as … [Read more...]
Category: Performance
Category: Performance
Call Prep, Doing The Work!
We Just Need To Make More Customer Calls! Posted on July, 2022
Universally, we hear, "We just need to be talking to more customers!" More … [Read more...]
Should Sellers Respond To Personalized Cold Emails "Out Of Respect?" Posted on July, 2022
99% of the cold emails I get are personalized. Usually, it's David, though only … [Read more...]
Why Do We Call Them Objections? Posted on July, 2022
We encounter them all the time. The customer has a point of view that differs … [Read more...]
A Bigger Piece Of The Pie Posted on June, 2022
This weekend, in celebration of the beginning of summer, I was invited to a … [Read more...]
Selling And The "Peripheral Players..." Posted on June, 2022
For those of you who haven't discovered the wisdom and insight of Tom Morris, … [Read more...]
Flexible Persistence Posted on June, 2022
Reading an outstanding article by Reid Hoffman, False Choices, one term leaped … [Read more...]
"In Working With Other Customers Like You....." Posted on June, 2022
Our customers are hungry to learn. They (and we) benchmark themselves against … [Read more...]
"The Nerve Of Those Prospects, Look At What They Are Doing To Us!" Posted on June, 2022
My feeds are filled with articles, tips and advice about lots of things … [Read more...]
The Prospecting Presentation.... Posted on June, 2022
I was recently asked to review the "first meeting" presentation for a large … [Read more...]
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