The Secret to Work-Life Balance
We all strive for the elusive utopia of “work – life balance” (WLB) dangled before us by professional development gurus like a golden carrot. How many of us have quietly berated the boss, pointed a guilt-laden finger at the client or cursed the job for robbing...
Think About This
I recently observed a 30-minute presentation made by a technology sales rep to a group of 14 top resellers who happen to be my clients. These are the people who can provide him immediate access to multiple clients across North America. Any seller would agree that this...
Your #1 Sales Tool
Face it. When you engage with a new prospect there’s a 90% chance that they won’t need you right at that moment. Even when your contact is polite enough to respond, his reply can be disappointing for an enthusiastic seller. “Check back in six months.” “We’ll be...
Yes, you’re bothering me
My clients love to send me prospecting messages they receive from sellers. They know that the content is fabulous fodder for my upcoming book. And, I like to analyze each message as a reminder of what works, and what doesn’t, in prospecting today. Sadly, most fall...