“What’s the purpose of your call?” My team hears this question often. So do our clients. Knowing the clear purpose of your contact with a client or prospect is extremely important. In other words, you should know the result / outcome you desire. Every point of contact should have a clear purpose guiding the pre-call preparation, [...]
You've been working your plan. You are generating qualified prospects, and you're setting appointments with those prospects to discuss the value your product or service has for them. So an appointment is set. A clear purpose for the appointment is agreed upon. And you're ready to go. Or are you? Don't slip up and overlook a [...]
Whether you're a sales professional, sales manager, or business owner, prospecting should be an important part of your plan. After all, getting in front of more qualified prospects is one method for increasing your sales. Qualified prospects are of enormous importance to your company or career. Here are some best practices for prospecting to help get [...]
Remember those resolutions and goals you made at the beginning of the year? Yep, those resolutions. How are they going? Whether you set professional, or personal, goals back in January, now is a good time to revisit them. You're first Quarter of the year is over. How are you tracking with your goals? You're Killing It! [...]
April 1st. April Fool's Day. The concept and tradition are fun, and the pranks that happen generally brighten our first day of April. But what about the "tricks" you've been playing on yourself? All day, every day. One of my favorite quotes is from Eric Hoffer: "We lie loudest when we lie to ourselves". So what [...]
Understanding your sales cycle is critically important to your overall business development strategy. When we talk with business owners, we often show a "Sales Funnel" image. Interestingly, about 25% of those owners we speak to, have not seen a Sales Funnel previously. And of those who are familiar; less than 5% actually track their sales cycle [...]
We are always telling our clients and audiences that they're responsible. 100% responsible. Good, bad, or ugly you are 100% responsible for your results. Often, people dodge responsibility for their results. Here are some thoughts on how to accept responsibility, and learn from your actions. I'm Lucky We hear this when things are going great. For [...]
Coming on the heels of a fantastic event this week, we thought we'd detail some elements of a successful event. Our company loves events. Really, really loves them. Events are one of our primary delivery systems for our value message and for value delivered to clients. But what builds a successful event? Your Team When hosting [...]
Crippling fears and limiting beliefs hold so many people back from achieving their dreams. We all have them. Every one of us. Your ability to deal with fears and negative beliefs will have a direct impact on your business and professional career. Loving Negativism - Family and Friends Colleagues, peers, friends, family, and even some advisers [...]
Your level of desire directly impacts your results. We see this every day in client outcomes, and in the businesses that we investigate. In too many cases people allow thoughts of "impossible" to derail their opportunity for success. It is important to know, for a fact, that there is no "impossible". Rather you can only [...]
