Author Archives

Last Updated July 7, 2015

Include decision makers in your sales process

Include Decision Makers in Your Sales Process

July 7, 2015 - No Comments

Has this ever happened to you?
You spend hours and hours over a course of weeks (or even months) with a prospect.  This prospect is

If Our Product is So Great, Why Do We Need to Overcome Objections?

February 24, 2015 - No Comments

This question came from a sales person in an organization that offered a terrific product that solved a real need and was priced appropriately. They

Senior Living Mystery Shopping

Sales Mistakes that Give Your Competitors an Edge

February 16, 2015 - No Comments

Three Ways You Could Be Giving Your Competitors an Edge
And How to Keep the Advantage for Yourself
Our competitor mystery shoppers talk to dozens

Four Key Sales Metrics that Businesses Fail to Track

May 7, 2014 - No Comments

By Fiona F. Middleton, MSM
What key sales metrics to you track for your business?
Organizations track their clients (or service hours) and revenues

How Do You Differentiate Your Company?

April 30, 2014 - No Comments

The key to standing out in a crowded marketplace is to have a signature differentiator. What makes you or your company unique? We ask this

Always Be Marketing

April 25, 2014 - No Comments

Quick Marketing Tip: When You Have Reached a Plateau it is Time to Market More!
If your business has reached a plateau, then it is

Five Tips to Effectively Qualify Your Sales Prospects

April 24, 2014 - No Comments

Don’t be ‘That Guy’ . . .
You know the one . . . let’s call him Bob. You duck his calls, delete his emails

Quick Sales Tip: Keep Prospects Engaged in the Sales process.

April 19, 2014 - No Comments

Have you ever had a sales prospect just disappear?
They stop taking your calls. Texts are ignored and emails are deleted unopened.
To add to

Connect

Eliminate Preconceptions!

August 12, 2013 - No Comments

Preconceptions limit the mind and dull the senses.  Walk into each new sales situation with your mind and senses open to absorb impressions and

If You Had to Rebuild Your Engine Every Time You Got into Your Car, How Often Would You Drive?

May 31, 2013 - No Comments

Sounds crazy, doesn’t it?  Unless you have a passion for rebuilding engines, you probably wouldn’t drive much at all.  Yet, if you don’t have a

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