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Oct 18, 2012

Thoughful Thursdays – Networking or…

… Not Working? Many of the new businesses I work with propose to develop their prospect database through networking activities. It is important to recognize that networking is a marketing activity, not a sales activity. It is… Read More

Oct 11, 2012

Thoughtful Thursdays – Finding the elusive prospect

A common obstacle to sales is encountered in the earliest stages of the sales process. Planning has enabled the sales force to identify who to make contact with, but prospects appear to have the uncanny… Read More

Oct 4, 2012

Thoughtful Thursdays – Missing the target?

You are not alone if you sometimes get the feeling that you are missing the target. Either everyone you talk to is not interested in your products or they are very interested but they are… Read More

Sep 27, 2012

Thougthful Thursdays – Getting in the door

A common obstacle faced by sales representatives is getting their foot in the door of a prospect. I encounter it myself, but far less frequently now then in the past. To what do I attribute the higher… Read More

Sep 20, 2012

Thoughtful Thursdays – It doesn’t have to be an uphill battle

No doubt you have experienced it. Sales calls are going well, yet you never seem to get any closer to making the sale. You feel like throwing in the towel, but your instincts say to hang in. It feels… Read More