In spite of the headline above, I really do respect Christiane Amanpour. Kind of. She's hard-working. Driven. Focused. And she's always...Continue Reading →
Tag : selling
The “Haves” vs The “Have Hads” – Keeping Your Edge
One of the clear messages coming out of "Riding the Economic Rollercoaster" hosted by the British Swiss Chamber of Commerce this week in Zurich,...Continue Reading →
Speed of Response: 2 Considerations When Providing a Quote
I was part of a discussion on "The Wealthy Freelancer" yesterday in which several salespeople were discussing how quickly you should turn around a...Continue Reading →
Turn It Off, or Turn The Buyer Off!
This seems like a no-brainer, but it happens. It really happens. Every day, thousands of times! Salespeople who take phone calls, read...Continue Reading →
Prospecting: Are You Promiscuous Enough?
Some of my closer colleagues emailed me with comments to my previous post, "Are You Too Promiscuous?" (Come on, folks, help me out. Why not...Continue Reading →
Prospecting: Are You Too Promiscuous?
I used to work along side a salesman who used the "spray and pray" approach to prospecting. He would get lists of companies, call the...Continue Reading →
Customer-Focus Means “Conversations, Not Pitches”
I regularly check out the blog of my Fellow Toastmaster and public speaker extraordinaire, John Zimmer. If you haven't checked it out, you...Continue Reading →
RFP’s: Really Forgotten Proposals – Avoid The Trap
A few months ago, I was working with a corporate client whose sales team's conversion rate was not as high as management desired. We isolated...Continue Reading →