The most important thing to understand from your prospects is WHY? Make sure you’re asking questions to discover the reason for ANY & EVERY decision… purchase… action… they make. Who extends beyond the person you’re speaking with to the decision…
Personal Purpose = doing what you love & making a living doing it! One definition of purpose is “thee reason for which something is done or created or for which something exists.” That is a pretty lofty idealized sounding task…
Before you reach out to a prospect or customer – I’m here to have you ask yourself three questions: What do you want to achieve? What do you want to convey? What is the best way for someone to receive…
Customer Relationship Management isn’t about a software program it’s about the person! REALLY the only thing your internal CRM software does is give you a place to keep track of that relationship. You’d better have a plan of how you’ll…
If you’re regularly doing call reviews with individual salespeople and your team, feel free to consider this a reinforcement to keep doing what you’re doing. If you aren’t doing call reviews as a regular part of your inside sales management…
Although you may not think about this in your day to day sales work – what is most important to a person, project, organization shifts all of the time. That means you need to keep asking questions and reconfirming what…