Friday Faves – 8.28.15

082815Labor Day is on the horizon.  Summer vacations done, and back to work.

Do you have activities and prospects queued up to hit the ground running on 9/8?

This Should Be Keeping You Up At Night – The future will pass you by if you are not on top of it.

Qualifying Budget Too Early – Timing is critical for a financial discussion.

Your Prospects Don’t Need More Time – Good strategies for getting off the “stall.”



Friday Faves – 8.21.15

082115Summertime… and the clients are on vacation?  How do YOU stay busy with positive activities that drive your business forward?

Don’t Confuse “Target Market” with “Ideal Client” – Another chapter in the continuing saga of Marketing v. Sales.

Are You Selling Yourself Short? – Consider these questions as sales prep.  You prep for a job interview, a sales call is similar.  You are being interviewed by a prospect, to “hire” your company.

Friday Faves – 8.14.15

081415Dog Days?  Here are some ideas to shake things up.

A Positive Rejection to Your Request for an Appointment – The wall theory debunked.

Winning By Accident or Intention – Any landing you can walk away from?

The Meeting IS the Sale – Though I think this piece could have been more substantial, it does break out the element of closing for the meeting and how important face to face contact is.

Friday Faves – 8.7.15

080715Vacation time makes it even more challenging to connect with buyers, which makes maintaining your activity levels and prospecting even more important.

Some good sales ideas this week.

The Prospecting Rule of Thirds – Bottom line: you gotta make the calls.  Making them smarter increases your chances of moving them forward.

Do Your Clients Find You Interesting? – If this stuff doesn’t come naturally to you, this many help you acquire the skills.

3 Elements of a First prospecting E-Mail – What, me worry?  Some good ideas to improve email prospecting.

3 Sales Messages Only Strategic Stories Can Communicate – If you can’t tell a joke, skip this.  Otherwise, a good understanding of the power of storytelling.



Friday Faves – 7.31.15

A third of your quarter is gone.  How are you tracking?  Still time to make some adjustments, depending upon your sales cycle.

Some ideas here that may help you.

Why I Write in PowerPoint – Not just for presentations anymore?

Make Your Calls Faster – Not the only thing, but metrics matter and you need to understand and drive yours.


Friday Faves – 7.24.15

A day late (jetlag).

Some great ideas here to help you get ahead.

An alternative to believing in yourself – Get past the title, and there’s a gem.

How to Distinguish Between Suspects, Prospects, and Leads – A perennial dilemma for sellers.  Here’s one solution.

Sales Tip: The Right Way to Coach Top Performers – The 80/20 rule applies here, too.  You will get 80% of your results by spending more time with your top 20% performers.

Be Assertive, Win the Sale – And, oh yeah, Ask for the Order.

Decision Makers Want To Deal With Decisive People – Put another way, be direct, be honest, convey your value proposition, answer questions/objections succinctly then SHUT UP.

Friday Faves – 7.17.15

071615Conference all week, put a crimp in my reading time.  But flying back with about 3 pounds of registration forms (which are actually called leads) in my briefcase makes homecoming that much nicer.  My team will have a busy summer.  Here are a couple of posts I found interesting and hope you do, too.

Bounce forward – If you learn from setbacks, then can propel you forward.

How to Create a Preference for You and Your Offering – This is what comes after differentiation and is just as powerful.