The Center for Sales Strategy, on January 4, 2013
The Center for Sales Strategy, on December 21, 2012
Is your telephone approach to new prospects sounding a little “ordinary” these days? The purpose of your call may be to “find out more about the prospect's current needs,” but the prospect has heard it all before.
The Center for Sales Strategy, on December 14, 2012
Okay, so you're sitting down face-to-face with your prospect and you are ready to begin what you hope will be a productive conversation about their specific needs and challenges.
The Center for Sales Strategy, on December 7, 2012
If you want to be more successful in your prospecting efforts, you may first need to make a paradigm shift—rather than searching for new clients, focus on a client you already have, and then search for that customer’s true needs.
The Center for Sales Strategy, on November 17, 2012
The holidays are almost upon us, and right behind them looms the New Year! It makes sense to think about what your priorities will be for 2013.
The Center for Sales Strategy, on October 23, 2012
Think of the last family wedding you attended. Did you sit at a table with Aunt Nelda, picking at your salad? Or did you get up and mingle and dance? Did you do the funky chicken?
