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 on the cards during the event. I always add the name of the event and...
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? 3. Who will be attending this event? 4. What would you like to come away...
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 networking events you attend. But before we get started ask yourself these questions:...
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 them the fit, providing your offering for a fair...
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 convinced that selling equated to talking. If I wasn't talking, I wasn't...
How to Close More Business Over the Phone By Jeb Blount, reprinted from SalesGravy.com While attending a conference last month a fan walked up to me and asked, "Do you think outside sales is dead?" The question set me back on my heels for a moment. I've been in...
by Michael Dalton (reprinted from the Sales Gravy Newsletter) I read perhaps fifty sales advice articles every month. While some of what I read is theoretical, technical or simply a disguised sales pitch, most of it is pure gold. I believe this little grab bag of...
This was originally featured in the Reno Gazette Journal. People you should know: Alice Heiman Background Working for Miller Heiman Inc., lead me to where I am today. I spent the first 13 years of my life as an elementary educator and left to work for my father and...
by Maribeth Kuzmeski (reprinted from the Sales Gravy Newsletter ) It's a question most of us have asked ourselves: What makes successful people so, well, successful? It's tempting to think that those at the top of the ladder know something the rest of us mere...