How often do you show up for meetings “a few minutes late”? Those “few minutes” are damaging your reputation and costing you money. – Photo by fotofabrika/dpc A while back in this space I listed three sales resolutions you could make to increase sales in the new year. Here’s one more sales resolution: Be on time. Every […]
A few months ago, I wasted several hours in a very nice Midwestern city. A television station salesperson had set an appointment for me with the Marketing Director of a large medical practice. The AE assured me that this was the person who made all the advertising decisions for the practice. To put it mildly, this turned out […]
Recently I presented a carefully-thought-out campaign idea to some people who run an auto dealership. They didn’t like it. It was at the end of a week in which I’d already made 16 presentations, and gotten a positive reaction to my recommendations on the vast majority. But I missed on this one. Big time. The head […]
Are you overestimating the value of your sales pipeline? It may not be as full as you think. “The ball don’t lie.” – former NBA great Rasheed Wallace Sales Pipeline Math: A Story Problem This comes from Jeb Blount’s new book Fanatical Prospecting: Becky has 30 prospects in her pipeline. Her closing percentage is 10%. She […]
I have no idea who came up with this idea. I only know it works. A Sales Call Surprise A few years ago a television advertising salesperson on the West Coast took me to meet the marketing director of a medical practice. The practice covered a lot of ground — among their divisions was OBGYN, aesthetic […]
