Author Archives: Mike

August 31, 2010

Get In! Ask 3 Times

They are programmed to say “No.” Most people don’t want to do what we do.  Calling people you don’t know and asking them to meet with you isn’t something most folks daydream about doing. I’m not up for a comprehensive series of posts dedicated to proactive telephone coaching, but I would like to throw out […]

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August 6, 2010

Stop Over-Qualifying!

Sales team having too many appointments? Didn’t think so. I hear a lot about the importance of properly qualifying prospects. And I am confused. I’ll admit it right up front; I am probably an extreme contrarian on this topic. Here’s why: if we’ve done our job strategically selecting Target Prospects, then why in the world […]

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August 3, 2010

Attacking the Right Targets?

When preparing for battle, a critical first step is the strategic selection of targets to attack. Along those lines, how strategic and clearly defined is your Target Prospect List? It sounds like a ridiculous, elementary and unnecessary question. But in my experience, more often than you’d believe, senior and sales management take for granted that […]

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July 4, 2010

Reliving 1991: Kmart, Wal-Mart & My New Blog

I have strong memories from 1991:  Silence of the Lambs freaked me out, George Bush (41) was silencing Sadaam Hussein in my generation’s first exposure to war (viewed on CNN), and I got to attend Super Bowl XXV in Tampa where my beloved NY Giants handed the poor Buffalo Bills the first of four consecutive […]

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