A sales message designed for one situation will not necessarily work well in another. For example, you may have perfected your 30-second elevator speech (or “30-second commercial,” as it’s often called). This works great if you are actually in an elevator and have someone’s complete attention. But it will get you those glazed looks if you try to work 30 seconds of monologue into a conversation in the buffet line at a networking event. Live, spur-...

Executive decision makers have until year end to make things happen before their reviews. Not only do they need to complete initiatives on their list to get their bonuses and great scores, but also, those looking for promotions must showcase themselves to management. Further, many decision makers have to use their yearly budgets before they lose their yearly budgets. What does this mean for business leaders and salespeople? Opportunity!! Below ar...

Networking, whether it is in person, via Linked In or in another manner, can have a lasting effect on future referrals. This is your opportunity to deepen the relationship with Centers of Influence. If done properly and with sincerity, you can have a referral source forever; if done poorly, they may never help you again. I recently attended an event and witnessed a conversation between a Center of Influence, Mark, and a Business Ow...

Why waste the month of August cleaning your office? Make the most of your summer by seizing new business opportunities while your competition plays miniature golf! Most business owners and salespeople assume making prospect calls in August is pointless because decision makers are on vacation. While it’s true that most people do vacation in August, I don’t know anyone who goes away for 4 weeks straight! What does this mean for you? It me...

As mentioned in Part 1 of this series, I recently had the privilege of spending time with some high level Fortune 500 corporate prospects. Knowing they hold the key to my clients’ successes, I asked them what they like and don’t like about their interactions with potential suppliers during networking events. They gave me 7 tips to share with Business Owners and their salespeople. The first 3 tips can be found in Part 1 of this series. Here are ti...

I recently had the privilege of spending time with some high level Fortune 500 corporate prospects. We were all at a conference which was designed to help potential suppliers meet and develop new relationships with Decision Makers. The opportunity arose for me to sit with several of these corporate professionals and ask them what they like and don’t like from their interactions with potential suppliers during networking events. They gave me 7 tip...

No podemos controlar el entorno económico en el que trabajamos, pero podemos enfrentarlo y aprovecharlo al máximo. Hace diez años, usted podría ahorrarle a una empresa un 10 % en un producto o servicio, y eso hubiese constituido el cierre de la venta. Hoy en día, ese tipo de ahorros no vale el tiempo ni el riesgo que asumen los encargados de tomar decisiones para alterar el status quo. Para que los encargados de tomar decisiones actúen, el cambio...

En mis 16 años dirigiendo una empresa de contratación de Door Openers® a nivel sénior, he aprendido unas cuantas cosas sobre contratar al personal de ventas adecuado. La mayoría de los propietarios de negocios y VP de ventas conocen la diferencia entre cazadores y granjeros. Lo que no saben es que no todos los cazadores de son iguales. Algunos son excelentes en las reuniones y cerrando tratos, mientras que otros son fantásticos para abrir puertas...