Growing your Pipeline
I frequently coach sales reps who know exactly what to say, when to say it, and have terrific, well-priced products. But they still can’t sell. Why? Because they have no …
Do you have a Pipeline or a Pipe Dream?
A recent poll of Engage customers revealed a shocking habit. When asked, “How much time per day do you spend prospecting”29% responded less than 1 hour a month prospecting for …
Free Teleseminar to Lauch Honesty Sells!
To coincide with the release of our book, Steven and I will reveal our secrets to building open and honest customer relationships that pay. Join this free teleclass on Friday, …
Maximize Your Profits Through Networking – Part 1: Do Your Homework
Have you ever admired (or perhaps secretly envied) those successful sales people who seem to have it all? They talk confidently with their bosses and peers. They’re as comfortable with …
Questions answered by Colleen
How do I build trust with existing clients in this market? Allen in Toronto. Dear Allen, Good for you to be thinking about enhancing your relationships with current clients. Too …
Make Your Voice Heard!
Participate in Our Poll! Participate in the poll and see what other sales professionals are saying. In our last poll we asked:When making in-person sales calls, what is your attire? …
I Love Paris! (not Hilton)
Chris and I were lucky enough last week to head off to Europe for a week of vacation. Chris has a friend from military college who is currently working at …
Maximize Your Profits Through Networking – Part 2: Getting the Most Out Of the Event
I can’t begin to count how many times I’ve been at a networking event, and witnessed a "networking atrocity" that left me wondering what the heck the salesperson was thinking …
7 Ways to Make Your Reps More Productive
My friend Brent Thompson from Peak Sales Recruiting sent me this quick piece today. I thought it was worth sharing! Here are seven proven ways to make your reps more …
Lessons (Almost) Learned from Ivanka Trump
Last week I attended the Glazer Kennedy Marketing Super Conference with Ivanka Trump. Sadly….I missed her presentation because I arrived a day late. I did manage to catch some highlights …
Honesty Sells to be Released May 26th
I am pleased to announce the May 26th release of our new book Honesty Sells published by John Wiley & Sons. Top sales performers know the real way to win …
Maximize Your Profits Through Networking – Part 3: "Working the Room" – and Following Up After You Leave
If we network properly, everybody profits, because networking is about people sharing their knowledge and information with others. Preparation is a critical part of your networking success because it ensures …
