Prospecting in a COVID-19 world
You may be concerned about how prospecting will be perceived when you pick up the phone, but still – it’s your job. Join me as I chat about this with Kendra Lee of the KLA Group in tomorrow’s Coffee with…
Listening Skill Snap #Video (3-minute or less)
https://youtu.be/a2adPGeEsqw Welcome to the Listening 3-Minute (or less) Skill Snap series. In these videos I’ll be giving you a truly actionable idea in a BURSTfocus® format. The key is to use what you hear ALL DAY. That BURSTfocus of effort…
UpYourTeleSales Work-From-Home Tips
Here is a repost of my LinkedIn St. Patrick’s day post, if you’re not used to working-from-home I hope they help. Check it out to see what other people added. I wasn’t going to do this – jump on the change…
Ignore the numbers
Forced inactivity LAST ski season resulted in… It’s Saturday, Thursday I fell skiing -> not a huge horrific crash, rather one that jerked me around and strained some muscles making me stiff and sore. There I was, not skiing AND…
Lose Gracefully
Unfortunately, I was reminded recently about the importance of losing gracefully. The opportunity is was one I’ve been working toward for truly years… it was significant not only in monetary terms – it was significant from growing my business relationship…
Listening for dissatisfaction
I’m about to ask you to THINK… Think of someone you personally BUY from… do business with… Who do you really LIKE? Who would it be super tough to switch away from? My example is my mechanic: Even when he…
Strategies for Dealing with External Idea Gatekeepers (Part 2)
Last week I told you about how the topic of “idea gatekeepers” came up in a conversation with Babette Ten Haken, Nancy Nardin and Tim Ohai. To review, your prospect needs to be engaged to make a decision, right? And, to be engaged, he or…