As I explained in an earlier article, it’s important to diversify your prospecting efforts because sometimes your pipeline slows down, and you need to quickly fill it back up with an infusion of good-fit leads. When used correctly, and in tandem with the help of a referral partner, a feed list is an effective way […]
A few weeks ago, a discouraged business owner (whom I’ll call Bob) and I were discussing the importance of lead generation and its role in creating a thriving business. He began espousing the merits of developing solid strategic partnerships—going so far as to claim, “It should be the only method necessary to obtain high quality prospects. Other approaches are just a waste of time.” His statement didn’t sit well with me, and here’s why.
Selling is one of the toughest jobs in existence. It is often lonely and at times, downright thankless, but even worse when you don’t have a personal support system in place. I’m very fortunate to be happily married, and have been so since April 2000. My wife is also an entrepreneur—and she gets it when […]
After three months of culling through research, best practices, and wisdom gained from the field, we distilled our curriculum down to a 6- section presentation over 2 days. I’d like to share with you one of the key elements we introduced to the attendees: The importance of integrating stewardship into your business.
Rarely does a company, for no reason in particular, decide to push itself beyond its own status quo and take an innovative leap. Implementing a complicated new technology, for example, or expanding into a new market, or adding a revolutionary new product–all require huge learning curves and hours of training, and these changes are rarely […]
All too often, I have witnessed sales trainers and business coaches touting their personal passion for a specific product or service they sell, as if it’s some kind of magic bullet for their success. This line of thinking suggests that if you are passionate about beer, you should run to a local brewery and plead […]
5 years ago I interviewed Amanda Harris (aka Wonder Woman / my wife) about her journey of launching a fledgling Medical Exercise Practice named Re-Kinect, just six months after giving birth to our daughter. In that conversation, she shared her reasons for starting her own company, offered tips for balancing motherhood with owning and operating […]
A few weeks ago, a colleague (Cathy) and I were prepping for a meeting with a respected business development executive for a large financial services firm. Cathy was eager to make this prospect a client, hoping it might lead to an eventual corporate-wide training contract for both of us. Prior to the initial contact, she […]
Getting too gabby during a business meeting is a cardinal sin in any industry—and all the more true in the context of sales. Excessive blabbing leaves your prospects feeling like they’ve not been heard, that their needs are unimportant to you, and that they’re being railroaded by a used car salesman. In an effort to […]
Frustration is part of the human experience, and it shows up in our careers, our relationships, our personal goals, and even in our politics. The source of our frustration is often easy to identify, and research indicates that people customarily opt for one of four different responses when they hit a breaking point, and that […]
