Articles

Have you sat down and created your 2009 business plan?  Does it include proactive prospecting?  When I ask that question to salespeople who experience Sales Call Reluctance, they often say “I don’t know what to say…” What would happen if you didn’t worry about what to say and started thinking about strategic questions you can ask?  […]

Those are the words of Lou Sepulveda, sales management consultant, speaker and author!  If you want to have some fun, find a true sales professional like Lou and just listen.  He is one of those salespeople who was trained by Kirby Vacuum and went on to be wildly successful in different industries.  www.lousepulveda.com  I have had several people contact me […]

Did you know that inside your brain you have what is called an amygdala, which is the fear center of the brain.  When animals are in fear, they fight, flee or freeze (interestingly enough some can actually change colors instantaneously).  When a human is in “crisis” real or imagined — they have a choice to get angry, gripe […]

Why is it so difficult for salespeople to acknowledge the small achievements that lead to the big deal that they are so coveting?  Could it be that they have a goal-obstructing habit of diminishing themselves every time they turn around and at the same time deeply wanting more confidence?  That is truly a downward spiral that casts people […]

Recently while having breakfast with my friend Kelly, she said, “Connie, I love cold calling.”  I was totally shocked because a few years ago when she was a sales person for a technology company she “hated” prospecting and cold calling.  So what changed?  Well. . . Kelly is now working with a global company and […]

The other day someone asked me “what do you recommend salespeople do during tough economic times?”  My instant answer was “double your prospecting time.”  Yes, Double it!  Buckle down and get strategic.  Work closest to the money.  No one can argue that the more people you talk to the more people you will sell.  There […]