I was listening to this Sales Management Minute from my colleague, Lee Salz and it will really hit home with small business owners and managers. I posted this response to him on LinkedIn and thought …
There are so many e-newsletters out there and not enough time to read them all. Trying to find the ones that are worthwhile is difficult. I have a few favorites and Sam Horn’s is one …
I read a book this morning called The Fred Factor by Mark Sanborn (www.fredfactor.com). Someone from NSA recommended that I read it and I was reluctant because a lot of books like this are so …
by Sam Horn, The Intrigue Expert, author of POP! and Tongue Fu! www.SamHorn.com It happened again.I went to a conference last week and met dozens of smart, talented entrepreneurs.Yet when I asked them “What do you …
Lack of follow up. Networking is useless if you don’t do any follow up. After the event, immediately enter the business cards you collected into your database. Be sure to add any notes you made …
If you want to make the most of networking events you need to plan ahead. Ask yourself these questions: 1. Why are you attending the event? 2. What kind of audience is this event targeting? …
Networking is one of the easiest and most important things you can do to increase sales. But just showing up doesn’t cut it. This series will show you how to make the most of the …
Recently I was interviewed by Rick Hubbard of Consultants Over 50 about generating new business. It was a fun interview and we got great feedback. I thought the information would be helpful to anyone who …
Closing the deal doesn’t have to be hard. It starts with building a solid relationship with the people who will make the decision, clearly understanding their needs, matching your offering to their needs to show …
By Hank Trisler, Author of No Bull Selling: 2010 Edition, and reprinted from SalesGravy Silence used to terrify me. When I was a much younger man, just beginning to learn how to sell, I was …