If you or your team are responsible for reaching business decision makers by phone, you need to acknowledge the subtle shifts that have taken place in the past two years. And then you have to adapt … or see both revenue and morale falter. The first and most important change is – it is absolutely true that decision makers are more difficult t...

For this, my 174th blog post, I am delighted to introduce my first guest writer, Maureen Farmer of Word Right Career & HR Consulting This is the story of Hanipe. Originally from Africa, Hanipe came to Canada after completing her combined business and IT degrees in the U.S. With good experience under her belt, and after working in business an...

Using email to sell to prospects and clients without any conversation is like working on a jigsaw puzzle with pieces missing. The end result won’t be what you wanted and … it won’t be as much fun! It isn’t that I don’t appreciate email. Know that my background includes years of direct mail campaigns to hundreds and hundreds of prospect...

I’ll keep this brief … and so must you! It is vital to your sales success that you practice precision, brevity, efficiency. All of our prospects, and customers, want more of our most valuable resource – time. When we show respect for our prospect’s time by delivering our message clearly and concisely … we close more sales. This applies ...