95% of our prospecting is just wasted time, so just stop it! It's too much time … [Read more...]
Tag: Prospecting
Stop Wasting Time Prospecting!
Virtual Selling Is Not The Future Of Sales! Part 1 Posted on August, 2021
As we emerge from the pandemic, there are a lot of discussions about the future … [Read more...]
Who Is OUR Buyer? Posted on August, 2021
People like Hank Barnes, Scott Gillum, Ardath Albee, and Maureen Blandford are … [Read more...]
What's Your Ideal Customer Profile Posted on August, 2021
Not every customer is "our" customer or even a potential customer. It's common … [Read more...]
"How Are We Doing...." Posted on June, 2021
We're all used to the email surveys, usually following some shopping or customer … [Read more...]
The "Secrets" Of Sales Posted on May, 2021
Recently, I was approached to talk about The Secrets Of Sales. When asked, it … [Read more...]
"Those Volume Guys....." Posted on May, 2021
I was stunned listening to a webcast yesterday. There was an "expert" … [Read more...]
Buyer Personas Are Not The Same, Even For The Same Persona! Posted on May, 2021
Developing rich buyer personas is critical to helping us identify the key people … [Read more...]
"Tell Us Your Top Business Challenge" Posted on May, 2021
A very large telecom company sent me this marketing email. It was one of those, … [Read more...]
"They Are Just Cars, The Sales Process Is The Same....." Posted on April, 2021
Imagine talking to a bunch of car sales people. Imagine making the claim, … [Read more...]
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