Are You Quitting Too Soon? Or Pursuing Luck With A Vengeance?

By Jill Konrath I was just a kid when I discovered  the truth about being lucky. According to the Irish, all I needed to do was find a 4-leaf clover. Because I felt it was doable, I walked over to the … more…

wp_folder_icn Goal Setting, Lead Generation, Sales Productivity
How to Tailor Your Prospecting Approach On LinkedIn

By Kendra Lee, President, KLA Group A few weeks ago, I received a LinkedIn message from a user (let’s call her Sally) that I had never met, didn’t know, and wasn’t remotely connected to. Here’s what she had to say: … more…

wp_folder_icn Communication, Prospecting      wp_tag_icn ,
Are you feeling the heat from the Sahara Sales Desert? How to Avoid the Dry Spell from Hell!

If your sales well has run dry or looks like it is about to, then it is time to take action.  Kim has some sassy advice for what you can do to become your own Rainmaker! by Kim Duke One … more…

wp_folder_icn Business Planning, Goal Setting, Sales Productivity      wp_tag_icn , , , ,
Once Upon A Time – Storytelling to Connect with Prospects
calender May 9, 2013 by admin admin admin comments Comments Off

When we are children growing up, it’s fairy tales and stories that shape our thinking, they trigger our imagination and fuel our creativity. As adults it’s not that different, we are always drawn to stories that we can relate to. … more…

wp_folder_icn Building Customer Relationships, Communication, Sales Presentation      wp_tag_icn , , ,
Steps to Cultivate Prospects Without Becoming a Pest
calender April 29, 2013 by admin admin admin comments Comments Off

by Jill Konrath Keeping in front of your prospects is essential for sales success. It often takes between 10-12 emails or phone calls before you actually connect. And, in most cases, they’re not ready to make a change. So how … more…

wp_folder_icn Building Customer Relationships, Prospecting      wp_tag_icn , , ,
Five Ways to Freshen Up Your Prospecting Approach
calender April 22, 2013 by admin admin admin comments Comments Off

by Kendra Lee No doubt about it, prospecting can sometimes get boring, and certainly depressing. You don’t get the responses you want, and sometimes it seems like all you do is leave voicemails and send emails. It’s time to change … more…

wp_folder_icn Building Customer Relationships, Prospecting, Social Media Marketing      wp_tag_icn , ,
Collaborative Selling: How to Stop the Judge and Jury in its Tracks!
calender April 18, 2013 by admin admin admin comments Comments Off

by Nancy Bleeke Many buyers have been trained (or learned) that they can be judge and jury in sales situations. They know that they can tell a seller about their situation, needs, or wants and then sit back and wait … more…

wp_folder_icn Building Customer Relationships, Communication, Sales Presentation      wp_tag_icn , , ,
Do You Suffer from Sales Dis-Orientation? Dare to be Counter-Intuitive!
calender April 4, 2013 by admin admin admin comments Comments Off

In sales, the disconnect between perception and reality can also have very damaging effects, but to my knowledge nobody has died from it, although many sales practitioners might have crashed and burned. by Monika D’Agostino Recently, I finished reading a … more…

wp_folder_icn Business Planning, Prospecting, Sales Preparation      wp_tag_icn , , ,
It’s OK to Contact Multiple Decision-Makers at Same Time!
calender March 29, 2013 by admin admin admin comments Comments Off

by Jill Konrath Is it a good idea to contact multiple decision makers in an organization at the same time? A lot of salespeople are afraid that means they’re going behind somebody’s back, and they certainly don’t want to to … more…

wp_folder_icn Building Customer Relationships, Business Etiquette, Marketing      wp_tag_icn , , ,
New Hires: To Coddle Or Not to Coddle
calender March 27, 2013 by admin admin admin comments Comments Off

by Merit Gest Last week in Winnipeg, Canada, a group of CEOs braved the below zero temperatures to gather together and discuss how to improve productivity by systematizing their new hire Onboarding programs. After completing a painful experience of calculating … more…

wp_folder_icn Onboarding      wp_tag_icn , , , ,