Feb 63 minAre they actively listening to you while you are actively waiting?During a routine weekly pipeline review call, one of the sales people, while updating some of his sales efforts on this particular...
Aug 22, 20234 minIs the decision maker always the buyer?One of the things I do with my clients is being a "fly on the wall" during calls with their clients. This gives me an enormous amount of...
Jun 8, 20234 minPay Attention. Be Proactive and share the love.Say you’re going on vacation. A nice hotel somewhere on a beach. And while this hotel is a well-known brand and the location is in a...
May 3, 20234 minThank you for the hug. I needed that.I was invited to speak in NYC last week. Great turn out, beautiful venue, hosts were as generous and as genuine as it gets. I walked in...
Mar 23, 20235 minQuality. Not quantity.Between the different Business Development and prospecting technologies out there, the contact lists that are very easy to acquire these...
Mar 1, 20234 minCultivate the relationship. Not the opportunity.Had lunch with a prospect a few days ago. A successful small business owner. Been in the business for over 30 years, built a reputation,...
Jan 18, 20234 minIf nothing else, just don’t make them feel neglected.I travel. Quite extensively some might say. And being that I live in Atlanta, naturally, my go to airline is Delta. Delta have been nice...
Jan 7, 20234 minShow them THEir wayOne of the main differences between a good salesperson and a great salesperson (and the same goes between a good Client Success Manager...
Dec 20, 20224 minAll the answers are out there. The answers...not the questionsWent offroading with my son a few weeks back with his '96 XJ Jeep Cherokee. Man were we happy together. At one point (as expected) the...