By any objective standard, I’ve been successful: It’s been a blessing that an out-of-the-box idea…

I wake up each morning determined that nothing will bother me today. I go into the shower where I feel safe – I breathe a sigh of relief, knowing that there is nothing I can do wrong there, that I can’t break some sort of rule, or get annoyed by a seemingly inane proceedure that everyone else finds [...]

The field of marketing automation would like to get the right data, at the right time, to prospects who sign up on contact sheets.

I’m here to tell you that cold calling can be one of the most effective ways to meet new prospects and close sales. And it’s a whole lotta fun.
I know, I know. Most sellers eschew cold calling, preferring instead to network, get referrals, golf, meet face-to-face or make friends through facebook and twitter.
Did you ever [...]

Depending on the selling approach you’re using, you are closing between .6% – 7% , regardless of size of solution or industry.
These numbers are far lower than they need to be: so long as your primary focus is on making a sale and you focus on needs assessment and solution choice (factors which are the buyer’s final considerations), and ignore the [...]