Happy Halloween everyone! This is one of my favorite days of the year. I dress up, decorate my doorstep and wait (see some of my costumes below). I love answering the door for the trick-or-treaters. I have watched the kids in my neighborhood grow up this way. I...
In part one of this series I mentioned that a successful trade show plan has 3 phases; what you do before the event, during the event and after the event. The work you do before should make your work at the trade show easier. Preparation will assure you can meet...
Most of us will agree that not all business is good business. We all aspire to have customers we love and who love us. They pay their bills on time. They have appropriate expectations of our products and services. They consider us a partner and take our...
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. ...
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...
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 joined a group on LinkedIn called ExpertClick. People start discussion strings on different topics and experts answer them. Today I answered a question I thought would be of interest to everyone in sales. The question was about keeping up with business...