The purpose of setting an appointment is to set an appointment. Too often, people try to accomplish too much when they pick up the phone to call someone.
You’ve probably heard the phrase, “sales is a numbers game.” That’s only true if you have an effective presentation. Otherwise, no matter how many appointments you run, you’reRead more…

For many sales professionals and small business owners, they are focused on what is urgent and not necessarily what is important.
So, it should come as no surprise that if you’re not getting the results you want, it’s probably because you’re not doing the right things.
What can you do to improve your results?
There are 3 waysRead more…

In Part 1 of this series, I wrote that you can generate leads by speaking to groups of people. There are two common types of speaking engagements and conference calls: paid ones and free ones. When delivering your presentation you can focus on making a specific offer or by offering a complimentary session.
In Part 2Read more…

In Part 1 of this series, I wrote that you can generate leads by speaking to groups of people. There are two common types of speaking engagements and conference calls: paid ones and free ones. When delivering your presentation you can focus on making a specific offer or by offering a complimentary session.
Let’s examine howRead more…

In good times or bad, sales professionals and entrepreneurs need to prospect for new business. You can’t rely on existing customers alone to generate all of the new business you need.
The recent recession has provided many lessons. Imagine being a company dependent on construction firms or home builders. As the recession of 2008-2009 hit, homeRead more…