08/17/10 - Do you really know where you stand with the prospects in your follow-up files right now? Come on, really now? I'm not trying to make you feel bad, but my experience i...

03/23/10 - Why do you want to follow-up with customers? During your day-to-day activities you make commitments and promises to customers and prospects about sending information, pr...

08/26/09 - Having a good lead generation system in your sales organization today is critical. Prospects can be found in a multitude of ways, however how your organization chooses t...

06/21/09 - Let's call the client Sandy. She was first referred to me by an instructor in the professional training program she was taking. (Hint #1: Develop referral partnerships wi...

02/05/08 - You know how critical it is to follow up initial contacts or mailings with a personal phone call, but somehow your list of calls to make always seems to get longer instea...

01/31/08 - Years ago voicemail was all the rage. There was no e-mail, so people tended to honor and even return their voicemail messages. It was a good time... But that's histo...

01/31/08 - 1. Telephone contact. Thank you for talking with me on the telephone. In today's business world,time is precious. You can rest assured that I will always be respectful of...

01/29/08 - Some time ago the owner of a small but profitable business wrote columnist Ann Landers about his practice of giving annual bonuses to his employees. The amounts were base...

01/22/08 - In sales, there's a fine line between persistence and stalking. In my experience, with the exception of prospects who are already in the sales cycle, that line is usually...

01/20/08 - My wife and I were about to undertake our last remodeling project. Being a consummate consumer, I wanted several qualified companies to bid on our next project. After cal...

09/29/06 - All too many of us have dealt with an organization that we were interested in buying a product or service from, only to find out that there was simply little or no follow...

01/16/06 - Many people assume that customer service professionals have little involvement in the sales process besides dealing with service issues, however their role is very instru...

11/21/05 - It never ceases to amaze me how few sales people make the time to follow-up after they have made initial contact with a prospect or customer. In the last few months, I ca...

10/24/05 - Let's look at one of the critical elements in the sales process ﾖ the ability to maintain control of the sales cycle as well as the various actions that take place within...

10/24/05 - Customers and prospects have a great deal on their plates today. They have the demands of customers, bosses, fellow staff members, suppliers and a variety of organization...

10/24/05 - Lost business does not necessarily mean lost forever. Many salespeople neglect this lucrative source of new business. I say new because, if you treat these past customers...

10/24/05 - All prospects are not created equally. Some are worth the continued investment of your time, resources and energy, while others will only sap your motivation, as well giv...

06/02/05 - I received a telephone call yesterday. It was someone I'd met at a networking group months ago. She reintroduced herself, mentioned the group where we'd met and said she ...

06/01/05 - When was the last time you thanked your customers? This often neglected gesture is a very powerful sales tool. As a small business owner, I want to know that the comp...