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Nov 3, 2016

Thoughtful Thursdays – Stop leaving money on the table

Not many things bother me more than leaving money on the table. I see it happening almost every day and can only imagine how much business revenue is lost needlessly due to sales people taking the… Read More

Oct 27, 2016

Thoughtful Thursdays – On following up

Merriam Webster defines follow up as “something that continues or completes a process or activity.” Follow up is an essential part of any sales process and surprisingly is often postponed due to busy schedules. The… Read More

Oct 20, 2016

Thoughtful Thursdays – Monitoring the health of your sales process

When was the last time you scrutinized your sales process? Are you sure it is in good health? Your sales process is a key tool for generating revenues for your business. Some would argue that without… Read More

Oct 13, 2016

Thoughtful Thursdsay – Sometimes you have to say “No”

I believe that most sales professionals understand that they have to say “No” sometimes. I also believe that many do not know when to say “No” and the consequences can ultimately have a negative effect… Read More

Oct 6, 2016

Thoughtful Thursdays – Don’t lose that sales opportunity

One way to lose a sale is to take too long to respond to your prospect. We all have those days when it is difficult to respond to every telephone call or email that comes in…. Read More