Why sales professionals need to follow up consistently and frequently

A friend of mine recently mentioned that if a prospect doesn’t call him back, he assumes they are not interested or decided to go with someone else.  He feels uncomfortable following up because he doesn’t want to bother them. Another colleague is in the medical field and expressed how much he...

What’s Inner Genius Got to Do with Business & Selling Success?

Did you catch yesterday’s Sales Success Series Tele-Call with Coach Iyabo on how to tap into “Inner Genius” for business and sales success? Today I’m committed to relaxing and essentially doing a whole lot of nothing (It’s my birthday!  Happy Birthday to me!!!), but first I...

Why your marketing must be consistent and frequent

Recently, a chiropractor friend of mine asked me how real estate agents typically market themselves.  I listed various things that you might expect, including print advertising, direct mail, telemarketing (cold calling), and internet marketing strategies….not at all different from the strategies most...

Why powncing and selling should not be uttered in the same sentence

I was reading with not a little bit of amazement the other day an article on Jill Konrath’s blog “Web Leads:  Pounce, Pause, Nurture or Wait?” This question was put to her (and 6 others) by Mike Damphousse, who sought various perspectives on what he should do after discovering that a...

How and why you need to use drip campaigns in your marketing

One of the biggest challenges sales professionals have with actually making or closing sales is following up with people who have shown interest in their product or service. And when they do happen to follow up, it is sporadic at best. I was just reading Missy Caulk’s article on the value of drip...