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

This is the fifth in a series of 15 blog posts on my most effective sales tactics. It shares the reasons your customers leave and 3 questions you can ask to stop them from leaving. The questions I’m about to share were originally created to help salespeople who just took over an account, or a territory, Read More

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

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

This is the second blog post in the series of my 15 most effective sales tactics. In my last blog post, I talked about how selling to hot prospects instead of time wasters makes you 5 times more likely to make the sale, how to tell hot prospects from time wasters, and I promised to show Read More

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

Over the coming months, I’ll be sharing my 14 15 most effective sales tactics on how to be first-in on the most profitable opportunities – #15 is about the two best hours in a week to call a prospect. I normally reserve these tactics for my keynote speeches, sales training customers and the CEOs, VPs of Read More