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Found articles: 25

  • The 10 Commandments of Survival for the Entrepreneur

     It seems as if everyone wants to have their own business these days. With so many large companies permanently downsizing, Entrepreneurialism is attracting many people. Having our own business for the last 28 years has given us a tremendous amount of freedom and opportunity.More

  • It is Easier to Increase Sales than to Cut Costs

     We are constantly hearing about the importance of cutting costs to get a business back on track. I certainly believe that we should spend wisely, but serious cost cutting is killing some companies who could direct their efforts in a more productive manner that would benefit their company, their investors, and their employees a lot more. That is increasing sales.More

  • The "Z" Method of Management

     When we talk about the successful manager of the today we know that they communicate well, delegate and empower their people. We have read so much about this individual that we know what the "prototype" looks like, on paper, but I have found that we don't seem to recognize these folks when we run into them live.I think two reasons are responsible for this.More

  • Prospecting - Keep Good Records and Follow up

     Studies have shown that in commercial and industrial sales, the initial sale doesn't come until after the fourth or fifth call. Therefore, we must assume that you have to make at least four or five calls on a new prospect in order to get a sale. Now that may seem simple logic and not require saying, but the conduct of many sales professionals belies that logic.More

  • Just Do The Next Thing, Don't Worry About The End Now

     When we consider all the things we have to do in our sales careers, taking on the "chore" of Prospecting on a regular basis digs up a lot of bad feelings in the minds of most of us.Probably the first thing most of you think about is the nuisance of having to add another activity to your workload. Plus, of all the things to have to do, Prospecting to most sales people is about as much fun as a root canal, anesthesia or not.More

  • How to Prospect - Common Sense Isn't So Common

     I have been teaching sales people Prospecting skills for over 25 years. With all the advances we have experienced in business during that time I thought sales people would have "wised up" to what is required to be successful. But it doesn't seem like it.More

  • Persistence at the Start Really Pays Off

     When you finally start a system of prospecting you expect everything to function like clockwork. You develop your wording and practice it until you know it cold. You determine how many calls you need to make per week and also when you will make them.More

  • Marketing by Prospecting

     Marketing by Prospecting™ - a system of using marketing tools with prospecting skills.It is a strategy designed primarily for the small to medium sized business that doesn’t have a large marketing budget. Also, for divisions within large companies that simply don’t get the big marketing dollars.More

  • Use The Blitz Presentation and Blitz Sale - When Appropriate

     When we talk about prospecting for the commercial/industrial sales professional we usually consider these facts. First, numerous studies have shown that sales are made after the 3rd call so the initial calls are simply relationship builders. Second, timely follow up is critical so that you can actually get to that 3rd call.More

  • The Danger of Success

     Keep Your Prospecting Muscles in Shape!The other day I was visiting with one of my neighbors for the first time in a couple of years. We live in an area where we wave to each other a lot, but don't seem to talk much.More