Archives

How to Grab a Prospects Attention on the First Call

You are about to pick up the phone and make a prospecting call. You’ve done just enough research on the prospect to understand what they do, and who some of their customers are. And, you are painfully aware you only… Read More →

If You’re Not Moving Forward – You Begin to Move Backward

In this blog I’m going to give you some suggestions on how to achieve Peak Sales Performance. We often become numb to statements we hear over and over. I think that might be the case with this one: “If you’re… Read More →

Master Your Inner Game and Watch Your Sales Performance Soar

In this tip I’d like to share with you some ideas on how to achieve your personal best performance through mastering your “inner game.” I’m referring specifically to your mindset and your beliefs when it comes to being a success… Read More →

How to avoid taking rejection personally

Prospecting is arguably the most important and impactful activity for any organization, yet it’s the most misunderstood. The revenue and the profit that prospecting can generate for an organization, and for an individual sales rep, is obviously valuable and strongly… Read More →

Prospecting…Why Not Pick Up the Phone?

Prospecting remains one of the most misunderstood and avoided of all selling activities. It’s really ironic when you stop to think about it because filling and maintaining a full pipeline of qualified opportunities is arguably the most important activity in… Read More →

Tips on How and When to Ask Qualifying Questions

Effectively qualifying leads is an essential and critical aspect of building a solid, opportunity filled pipeline. As you know, there are 3 key qualifiers you must identify: Does the prospect have a need and an interest in your products or… Read More →

Getting Noticed on Linkedin

Wouldn’t it be great if you had your own PR person working on building your online presence? If you did, you’d have two advantages: Whenever a prospect, client, or customer wanted to know more about you, they’d be able to… Read More →

The Relationship Between Credibility & Top Performance

Have you ever wondered how it is that two people can be speaking about the same subject but one of them is surrounded by a group of people while the other only has one listener? How about when there are… Read More →

A Flash in the Pan

We’ve all seen it. Many of us have done it. We get excited about something new. We get even more excited by the results we are getting as we continue to follow our new action plan until, all of a… Read More →

How to Create a Compelling Value Proposition

A value proposition answers your prospect’s question: “What value will I realize if I do business with you?” A vast majority of sales people and business owners answer this question by providing a rundown of their business qualifications. We serve… Read More →

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