Articles

There comes a time, when all salespeople emotionally reconcile to the fact that their fate is in the hands of their prospecting activity. Unfortunately, sometimes it seems like it is too late.  The habit of procrastination and the negativity has built up so much that it is hard to shift your self-image when it comes to successful prospecting. However, […]

A few years ago, I was coaching a rookie executive recruiter.  He was former military and had tremendous discipline and drive.  He worked hard on learning his new career. He made his 60+ calls a day.  As beginner’s luck would have it, within four months, he had a $50,000 month.  A beginner’s dream.  Then something […]

Salespeople are in a quandary. During this crisis, should they be proactively prospecting? Answer: It depends! Is your product or service considered to be a First Responder? When the house is on fire, the first responder runs to help. Some products/services are entirely appropriate to proactively promote, for example, medical supplies and testing, technical solutions, […]