Articles

Eighty (80%) of your prospecting success is due to your emotional intelligence.  There are three components of emotional intelligence.  1) Your ability to handle your feelings 2) The way you communicate with YOU and 3) The way you communicate with other people. When is the last time you eavesdropped on you?  What are you saying […]

Where is the new source of 1/5th of your revenue going to come from?  Check out this short article from Business Week. How are you adjusting to complexities of our current business environment?  What are you doing to be more competitive and creative in developing new markets? Visibility, visibility, visibility.   Picking up the telephone and […]

If you have salespeople who are experiencing Sales Call Reluctance, have you ever thought that you may have Sales Call Reluctance issues, too?  It’s a tough pill to swallow to look within and recognize Call Reluctance issues that may be affecting your sales team.  Behavioral psychologists George Dudley and Shannon Goodson found in their research […]

Last month I got my 2007 Volkswagen Beetle serviced.  The warranty expires December 2010.  The sales guy from the dealership is calling and emailing me and I have not responded yet.  HOWEVER, I can promise you that when I buy, I will buy from him (hope he’s still there in December!).  He has reached out […]

 Most cases of cold call reluctance are simply because a salespeople needs to do some internal and external homework! If you have truly done your homework and know who your ideal prospect is and what problem you solve for them. . .  you will be calling into your ideal target market.  Seriously.  Then you can […]

Many salespeople struggle with “do I leave a voicemail?” “What do I say?” “How come no one ever calls me back?”  This short article is a must read by Kendra Lee of www.klagroup.com