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Posts Tagged "prospects"


By Colleen Francis Smart, successful companies today recognize the power that results from bringing people together. They don’t settle for sales teams who operate in isolation. You will stand out, get noticed, and speed up sales if you organize client conferences and power lunches. Why? Because hosting events that encourage clients and prospects to network with each other allows you to leverage current relationships to build new ones....

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by Nancy Bleeke, Author of Conversations That Sell I cringed as I watched the ‘guys’ return to the sales office bragging of their latest sales activities in the iconic sales movie Glengarry Glenn Ross. (We had a very long drive south last week to move our daughter for college and I needed something to occupy my time.) I found it painful to watch the actor’s bravado, lies to prospects, and desperation about closing sales during the...

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by Nancy Nardin There is great honor in being the first one to do something—the first one to climb a mountain, the first one to conduct an innovative medical procedure, the first one to discover a species or a land mass. Being the first one can bring fame, recognition, and wealth. But there is also great risk. It is much safer to wait for others to lead the way. To be the first comes with unsavory side-affects. You may be laughed at....

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by Colleen Stanley Overloaded Prospects? You meet with a new prospect and his/her guard is up. Their answers are short, and they pressure you to get to the solution and price without allowing you time to analyze their current situation. (It’s kind of like a doctor bringing in surgical tools without a diagnostic—crazy.) Some of this behavior exists because your prospects are overloaded. Their behavior could also be coming from ‘sales...

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By Kendra Lee Recently, someone said something to me that stopped me in my tracks. “A good salesperson doesn’t have to believe in their products,” this person said. “They just have to believe in themselves.” Come again? So, in other words, salespeople don’t need to be passionate about the products or services they represent in order to be successful? And all of this talk lately about developing an understanding of prospects’ needs and...

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