Does this scenario sound familiar? “She’s not in. Can I put you into her voicemail?” Imagine you’re calling manufacturers, prospecting for new sales opportunities. You ask to speak with the person in charge of the business insurance, and that’s how … Continue reading →
What comes to mind when you visualize the prospecting process? You might see a funnel with prospects going into the wide end and new accounts emerging one by one from the small end. That’s the typical picture, but maybe there’s … Continue reading →
Almost everyone appreciates compliments, and hearing a favorable remark will often inspire someone to make the effort to live up to that compliment. For example, if you’re trying to get a Gatekeeper at a company to help you connect with … Continue reading →
She’s very, very good at getting people to open up and talk about sensitive, revealing subjects. Over four decades she’s been interviewing politicians, business leaders and entertainment icons of all stripes. And anyone in sales can learn plenty from listening … Continue reading →