How To Blow The Sale: Lack of Rehearsal May Cost Trump the Presidency

What You Can Learn From the Trump-Clinton Debates

The biggest buy of your career is up. You are one of two finalists. The two of you will be presenting to a committee of 20. Seven of them are solidly in your corner. Seven of them are determined to vote for your opponent no matter what. The other six will decide who gets the business. […]

No rehearsal means no sale in a presentation.

If You Don’t Have This, It Ain’t an Appointment

It’s easy for us salespeople to kid ourselves. What Does “An Appointment” Mean? When I get to the end of a Revenue Initiative with a television station sales department, I ask each Account Executive to write up and send me their follow-up plans for each client we met with. Among the questions they are to answer: “Do […]