All of us get into our own seemingly minor routines that often become massive ruts. When a salesperson gets in a rut their sales don’t meet quotas, they go from sales superstars to middle of the pack, and the newer salespeople pass them by. Getting out of a rut seems like it would take a […]
Read MoreOver the weekend I received an email and subsequent phone call from a financial advisor who read my post on BNI as a networking tool. He chose not to reply to the post, but had a GREAT prospecting / networking idea! This financial advisor arranged and hosted a networking luncheon for his clients, and invited […]
Read MoreTomorrow, I am speaking at a National Sales Meeting for a major international insurance company. (My former employer!) Anyone in sales attends many national and regional sales and sales training events. Usually management covers such a huge amount of information, you feel as if you are trying to drink from a fire hose! A study […]
Read MoreReferrals and introductions drive the business of top professional salespeople. Among the myriad of prospecting techniques, Referred Lead Prospecting makes the most sense for several reasons: Referrals are a low-cost lead acquisition strategy Referrals help prospects feel comfortable with you, because you were introduced Centers of Influence have a tendency to self-replicate if you keep […]
Read MoreTiger Woods is the best golfer in the world… period! In addition, Tiger is a wonderful study in success. Some time ago I heard an interview with Tiger on the “Golf Channel.” The interviewer asked him what was the ONE THING that has made him the best golfer in the world. Tiger thought long and […]
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