How Top Producers Prospect

Prospecting is like being at the beach and relaxing in the warm sun as you work on psyching yourself up to go into the icy cold water. You finally get up off your cozy blanket and begin walking toward the… Read More →

Develop Your Value Proposition “On The Fly”

Years ago when I was a Regional Sales Manager with Sprint, I remember a particular annual sales kick off meeting at which Bill Esrey spoke. At that time Bill was Sprint’s CEO and he said that in order to close… Read More →

Establish a Competitive Edge Through Disciplined Prospecting

I’m focusing on the topic of prospecting discipline in this blog because I have set a personal goal to take my business to the next level in 2017 and I thought you might relate to some of the adjustments I… Read More →

Short Video Tip on Leveraging the Law of 3’s to Capture Attention

There’s a lot of psychology that goes into successful selling today. And in an effort to differentiate yourself and establish a solid rapport with prospects and customers, I suggest you take a look at the Law of 3’s. Ever since… 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 →

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