The Center for Sales Strategy Blog

We’ve all had the experience of showing up for a meeting to learn the prospect (or client) is not there.  It’s easy to take this kind of a no-show as an insult… and assume the other party simply has no respect for your time.

Handling an Account List is much like running a small business whose performance is the result of the owner’s initiative, resourcefulness and choices.  As a business person it is important to identify which opportunities are subject to your influence…and then determine what actions to take to ensure that your influence will have effect.

A study of 21 million email messages sent in 2012 found that email opens and click-throughs have two “primetimes” per day—the first between 8 and 9 a.m., and the second between 3 and 4 p.m.

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.

What buyers fear most...  It is a difficult objection to express, because the buyer doesn’t even know what it is they’re afraid of.  

The first in an 8-part talent development series!

My question for you:  Is your message important enough and smart enough to sit among the many other priorities on this person’s smartphone?  

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. 

Each week as I settle in to watch my favorite vocalists compete on "The Voice," I am amazed at the transformations I’m witnessing. Just weeks ago, during the blind auditions, the contestants were a voice among many with raw potential, now they are emerging pop stars. Each week their great voices are more polished—and accompanied by great looks and emerging brands that lure us to cast our votes and purchase their music.