Category Archives: Prospecting

Are you a Networking Rock-Star at Conferences?

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It is officially conference season!

I don’t know how YOU feel about conferences, but they always put me a little on edge. I mean, going to the right conferences and meeting the right people is an incredible way to SPEED UP SALES.  But all of those people you have to talk to? And get to know? And approach in an appropriate manner?

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It’s exhausting!

Here is one simple thing that I like to keep in mind when I am attending conferences. It helps me a lot and I hope it will help you, too.

People Like To Be Included

They may not look like it. They may not act like it. But, fundamentally, they like to be included. Even if they turn an invitation down, they like to be asked!

Here’s how to use this to your advantage at your next conference.

Continue reading Are you a Networking Rock-Star at Conferences?

Break this Sales Commandment: KNOW THY COMPETITION

breaking wallI was listening to an absolutely brilliant speaker the other day – talking about sales. Most everything he said was right on the money and I loved it. But, he said one thing that I just don’t buy!

He asserted that successful salespeople should know their competition inside-and-out.

Now, why in the world would you do that?

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Here are the three DEADLY things that happen when you know your competition inside-and-out:

Continue reading Break this Sales Commandment: KNOW THY COMPETITION

They won’t tell … and you won’t sell!

I just found a great new sales tool and can’t wait to tell you about it.

But, let me first set the stage…

The Feedback You Will Never Receive

Great salespeople are greedy for feedback! We record ourselves selling, we videotape ourselves giving presentations, we role-play and invite coaching. We work to get better and better.

But, there is a silent killer and it is especially dangerous because you don’t even know to look for it!

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This killer is greedily devouring the top of your sales funnel. Effectively blocking entrants who could be your best prospects.

But You Will Never Know Because They Will Never Tell You

This beast is right now lurking in your email account.

“What is this terrifying killer?” you are compelled to ask.

IT IS YOUR VERY OWN WRITING STYLE!

You are very likely clueless as to how readers perceive your messages.  You may have insight into which prospects are opening your emails, but you have no idea why they immediately hit the delete button or sighed in disgust and passed right on by!

As a salesperson, you are defined by the messages you leave behind. Your voice messages, text messages, emails, InMails, and social posts are your go-to moves. So, they had better be good.

Ninja good.

Continue reading They won’t tell … and you won’t sell!