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Mar 23, 2017

Thoughtful Thursdays – Follow up to asking questions is not enough

Last week’s post, Asking questions is not enough, I talked about the importance of asking the right questions and ways to help develop the questions. Yet, in spite of all the pre-call preparation, sometimes the important… Read More

Mar 16, 2017

Thoughtful Thursdays – Asking questions is not enough

I work with a lot of people who are new to sales and a common topic of discussion is sales call planning. It is not unusual to have the conversation about sales call planning and learn in… Read More

Mar 9, 2017

Thoughtful Thursdays – Prospects not returning your calls?

Last week a sales person left a voice message for me. They identified who they were, the company they represented and asked me to return their call. Today’s sales thought is about prospects return your… Read More

Mar 2, 2017

Thoughtful Thursdays – Are your customers loyal?

I believe that we would like to think that our customers are loyal, but are they? Loyalty is earned and is the ultimate gift your customer can give you. It makes the hard work of the  sales… Read More

Feb 23, 2017

Thoughtful Thursdays – Be a better prospector…

… and grow your sales faster. If you find that locating your prospects is like looking for a needle in a haystack, you had better be looking in the right haystack. Prospecting without purpose can be discouraging… Read More