When qualifying, you bring value to your prospects, clients, and yourself through the questions you ask — but only if they’re good questions. Allow me to introduce you to a concept I call “high-value questions.” More >>
“Thanks for your consideration.” In sales, those words are a white flag. They signal a competitor has won the business, and it’s time for you to pack it up and head home. But before you call it a day or ask them what you did wrong, consider these alternative follow-ups and the opportunities they present. After all, you’re in sales for a reason — and it’s not because you give up easily. These seven ways to say, “Thank you for your consideration,” help you identify your next move. More >>
LinkedIn is one of – if not the – most effective social networks for selling. While Twitter, Facebook, Instagram, and Snapchat are valuable tools to learn more about your prospect’s interests and personality, warm them up before you reach out, and build your subject matter expertise, LinkedIn is typically the only platform that directly leads to new business. More >>
Starting your business is like planting a sapling. First, you have to invest your time and money. Then, you must take care of it while expecting nothing in return. But when your startup blossoms, it makes all the patience and hard work worthwhile. However, like saplings, many startups fail to grow – and many die one-to-three years after launch. While there are many factors leading to the failure of a startup, one of the main reasons is the lack of expert startup advice founders receive. More >>
The days where I feel most productive all have something in common: I budgeted my time well. When I’m at my most productive, I start the day with a plan and stay focused on my to-do list, which means that not only do I get more done in a shorter amount of time, I also produce higher-quality work. More >>
It’s that time of year again. Time to reflect, time to give thanks and time to set goals for next year. The question is not whether you’ll set goals; it’s whether you’ll actually stick to them. Strava (the activity-tracking company) analyzed data from over 100 million uploaded exercise activities. They uncovered that New Year’s enthusiasm is not just short-lived, it’s very short-lived. More >>
Most salespeople are eager to know the best time to cold call their prospects. It’s an enticing idea: Rather than waiting for a compelling event, researching the buyer, and crafting a personalized message, the rep simply needs to know the best day and time of day to make the call. More >>
Heading into a closing conversation with a prospect is always nerve-wracking. No matter how impressed they seemed during your demo or how enthusiastic your champion is, there’s always a chance you’ll lose to the competition, they’ll decide to postpone their decision until next quarter, or they’ll ask for a price you can’t deliver. More >>
Our offices will reopen tomorrow. In case you missed it, here is a repost of the 55+ best holiday movies of all time. More >>
In a perfect world, your client brings the referral into your office with the introduction: “This is the incredible advisor I was telling you about!” More likely, they provide a name, a cellphone number and an email address. They provide some bare-bones background. More >>