The most successful salespeople spend most of their time in front of qualified prospects. This is more easily said than done. However, there is one prospecting technique that will consistently outperform all other prospecting activities combined. Learn not only what that prospecting activity is, but also how to implement it in your daily selling.
I’m about to share with you one of THE BEST sales prospecting techniques, and 99% of the readers will not use it. Why? Fear. Most people are deathly afraid of public speaking, but those who can push through the discomfort will out-earn, out-perform, and work less than any of their competitors. Giving speeches as a […]
In the US alone, over 500,000 new startups emerge every year. Of that, 50% are likely fail within the first year. And within the first five years, another 56% are expected to fail. The recent recession in the US had a devastating effect on businesses. Within a two-year period between 2008 and 2010, 170,000 businesses […]
When your brother is a sales conference speaker, you get pretty sick of hearing about sales techniques. My poor brother has to hear my sales training tips all day long, and he loves to complain about it. But, what he rarely complains about is how they make him a lot of money. Just the other […]
Ever heard the story of Sisyphus pushing the rock up the hill every day only to watch it roll back each time? It is a painful story that many sales people relate to deeply. In my extensive travels as a sales conference speaker, I run into sales people all the time who focus so much […]
This weekend, I presented as a college speaker at the National Orientation Director’s Association (NODA) Northeast conference on leadership, and the theme of my talk that really resonated was: as a leader, “be interested, not interesting.” When we think about great leaders, we tend to think of great orators. But that is not really leadership […]