The Blog

Get 5X More Business From Rererrals

This is the sixth in a series of blog posts on my 15 most effective sales tactics. It amazes me that a large percentage of sales professionals don’t ask for referrals because they worry their new customers will say no. Below is a simple way to get over that fear and get five times more business Read More



The #1 Lead Source

This is the fourth in a series of 15 blog posts on my most effective sales tactics. It shares the #1 lead source and how one bounced email can be turned into to four hot prospects. Job changes are the most effective Trigger Event for sales and marketing departments to track and because research by Read More


The Secret to Cloning Your Best Customers

This is the third blog post in the series of my 15 most effective sales tactics. How many times have you been lucky in sales – first in with a hot prospect that was in the Window of Dissatisfaction described in my first blog post? Odds are then when it happened three or more of the Read More



HOT Prospect or Time Waster?

This is the first blog post in the series of my 15 most effective sales tactics. How to Tell Time Wasters From Hot Prospects Sales is all about timing. Research shows the first viable vendor in front of a hot prospect is five times more likely to win the sale. The challenge is how can you Read More



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