Category: Targeting/Prospecting/Networking

Congrats on Your New Job: Now What?

If you’ve recently graduated and are making the move into the professional world, congratulations. You’re destined to do great things. And in the words of Nicolas Cole – guess what? Nobody cares.

How to "Hunt" Today's Savvy Customers

Are you familiar with the old-school sales metaphor of the hunter vs. the hunted? The idea of salespeople being the hunters and customers the hunted is definitely outdated, thanks to the immense amount of information available online.

Are You Making References Part of Your Sales Process?

If you think references are only for securing yourself a new job, check out what Lee Salz has to say on this topic. The right references can help you close a big deal, but you have to know when and how to use these contacts in your sales process.

Improve Your Sales Opportunities by 20%

If your idea of successful prospecting is to send an email and wait for the sales to start coming in, you might want to enroll in Sales 201 at your local university. If you don't have time for that, check out the tips compiled by Micheline Nijmeh.

What You Can Do NOW To Drive Sales The Rest of the Year

Salespeople, how has your 2016 started off? As the end of the first quarter nears, you may want to examine how the year has fared so far, and decide what adjustments you should make.

How to Make Your Business Card Work For You

Despite email addresses and Twitter handles, the trusty business card is still a reliable and easy way to spread awareness about your business and ensure that clients and prospects have your information on hand.

Gatekeeper Blocking Your Sales Call? 2 Tips to Bypass Them!

STOP! Who would cross the Bridge of Death must answer me these questions three! Running into gatekeepers on cold calls may make the effort seem futile, but never fear! These tips can help you successfully navigate your encounter with the Bridge Troll…er, gatekeeper.

Are Your Prospects Draining Away Through These 3 Funnel Cracks?

Your co-workers have all the luck. They win all the big clients or are constantly closing sales. But, did you ever consider that YOU might be letting these same great buyers slip out of your grasp and pipeline?

How to Ensure Your References Get You the Close!

The sales cycle can be a long a grueling process; so don’t stumble when your buyer asks for some references! This can be a defining moment in your sales presentation if you take the time to make your references actually work FOR you.

Do You Know These Secrets of Network Building?

Are you fired up for 2016? If you’ve resolved to make this year your best yet, you need a new plan — one that will help you build your network.

Signs That Your Sales Pipeline is Weak

The beginning of a new year is a great time to make sure your sales pipeline is healthy and ready to bring on new business.

Your name matters to your prospects. Or does it?

Here is a question I’ve received more than a hundred times in one form or another: How do I make a (better) name for myself? Here is the premise, the definition, and the answer:

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