09/01/10 - Social media is all the buzz in prospecting lately. You hear about it everywhere with Facebook Fan pages, tweeting, and LinkedIn profiles. You may even have an account on...

08/06/10 - I'm often asked about the effectiveness of letters as a prospecting strategy in today's electronic world. You see email, cold calling, and webinar tips, but rarely hear a...

06/28/10 - When you approach a new prospect, what do you have to offer? Whether you're sending an email or cold calling, you need to grab the attention of your contact and make them...

05/25/10 - I hate long emails. They take too long to read and typically include action items I just don't have time for. No doubt you've experienced it, too. Your customers are no...

04/08/10 - Once you've set up a Referral Rewards Program, the next step is to get proactive and make asking for referrals a part of your sales and account management processes. This...

01/23/10 -

Leave a voicemail? Don't leave a voicemail? This is a question that sellers are passionate about. Many suggest not, but isn't that a missed opportunity?

I a...

01/05/10 -

I find events to be one of the most effective strategies to uncover qualified leads. The people who participate choose to come because they're interes...

09/15/09 - Not many sellers like cold calling. They may be forced into it but they go kicking and screaming, avoiding it with any excuse. Unfortunately, they think it's the only app...

08/07/09 - Nothing is more frustrating than investing the time to identify the need, design, develop, and deliver great sales training and then discover that sellers aren't implemen...

07/27/09 - Email is now the preferred prospecting tool, far surpassing the phone to the relief of many sellers who hate cold calling. Yet it hasn't necessarily made prospecting any ...

07/13/09 - How do you refer to the people you represent? Are they "clients" or "customers"? Or, perhaps you struggle with what you call them, and bounce back and forth from one te...

07/13/09 - The Internet is my best friend for attracting new prospects. In a flash my name and an article I've authored have "gone viral". I'm promoted all over the world and I'm su...

07/13/09 - Every day we're hearing about how tough it is out there. Prospects won't take calls. Budgets are on hold. And yet, I remain optimistic, seeing opportunity all around us....

07/13/09 - If you're like I was, you believe email should be answered after hours when you're not on the phone or in customer meetings. That's how I handle client proposals. They ca...

07/13/09 - If you're like I was, you believe email should be answered after hours when you're not on the phone or in customer meetings. That's how I handle client proposals. They ca...

07/13/09 - Some sellers fail miserably when trying to gain access to a company executive. Unfortunately, rather than taking the time to develop a strategy, they smile and dial, hop...

07/13/09 - Connecting with prospects for the first meeting requires persistence, consistency - and simply wearing them down. You can speed your access time by integrating your commu...

07/13/09 - Connecting with prospects for the first meeting requires persistence, consistency - and simply wearing them down. You can speed your access time by integrating your commu...

07/13/09 - Email is so much easier to use for prospecting than the phone. You can write it at any time day or night. You don't have to worry about being hung up on and you won't cat...

07/13/09 - Lately I've heard a lot of people talking about how to get referrals. No doubt about it, they're one of the quickest ways to fill your pipeline. They're definitely easier...