Wow, what a week. Monday, we filmed an episode of Plush Life and then I spent the rest of the day with clients. Most of Tuesday was preparing for Wednesday’s presentation for WOW – no not World of Warcraft, but Weddings of the West. I was a keynote...
Frequently I walk into “networking” events and see the following: people registering, walking into the meeting room, finding their friends or co-workers, sitting down, and starting to eat. They chat with the people they know and then listen to the speaker. When...
Do you network effectively in a crowd? Does the time and money you spend attending association meetings and events turn into revenue? Networking is one of the easiest and most important things you can do to increase sales. But just showing up doesn’t cut it. ...
It doesn’t seem to matter how many times I say it, there are still people out there who are selling at networking events. They are anxious to get their business card in as many hands as possible and with each conversation they are trying to sell you their...
I am always telling business owners and salespeople to get out and network but so many of them don’t follow my advice. There are many reasons but one of the biggest hurdles is approaching someone you don’t know; it’s a lot like cold-calling which...
Here I sit, the queen of follow up, writing a post about follow up because the past few weeks I have failed miserably at it. Everyone blocks time on their calendar to attend an event, whether it be a trade show, conference or a professional organization’s...
How often do you lower the price of your product or service to close a deal? Many times objections come up during the sales process and we are too quick to appease with a price reduction. Price can be a smoke screen and if we rush too quickly to solve for that, we...
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 I would share it with you because so many companies have...
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 of them. Her recent article How Can I Turn a No into a Yes? is an...
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 contrite and simplistic. It’s a short book and I read it in an hour...