I’ll Scratch Your Back You Scratch Mine: Networking and Referrals
folgerjt19 Lead generation, when done in the traditional way, can be a painstaking and slow process. Cold leads are hardly leads at all. Cold calling is frustrating and often unfruitful. What…
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Building Relationships: Going Above and Beyond for the Repeat Sale
In the industry I’m in, a lot of performance groups utilize what I have begun to call “smash and grab” strategies. They sell their event, do very little promotion, assure…
Knowing When to Fold ‘Em: Closing the Book on a Lead
In a game of poker, one of the hardest things to do for a gambler is to bow out when their hand is subpar. It’s easy to fall in love…
Rolling with the Punches: When a Client throws a Curveball
Yesterday I had a rather intersting, albeit promising, sales call. I had a teams meeting with the whole 3-person board of community engagement of the city of Brownsville, Texas– the…
Improv in Sales
Whose Line is it Anyway? and a sales meeting may not seem to have much in common. However, at this point in my life, I have done a fair amount…
Beating around the Bush: The Case for Delaying the Question of Cost
Until very recently, I thought I had a pretty polished and effective sales pitch down. In some ways, it was. It was polished, it did sound professional, it was engaging,…
Lets Make a Deal: Bartering in Sales
The point of selling anything is to turn a profit. People often think of this as the actual monetary compensation you receive as result of providing a good or a…
The Surprise Lead: Selling off the Clock
When thinking through the ways salespeople find leads, most things that come to mind are incredibly structured. You think of networking events and telemarketing dials and LinkedIn messages and the…
The Customer’s Puzzle: Problem Solving in the Sales Profession
The longer I’ve worked in sales and the more different products, programs, packages and ideas I’ve had to sell the more I’ve found patterns. Most notably in regard to handling…
MacGyver Selling: Finding Leads Outside the Box
If I asked you to imagine a salesman or woman engaged in lead generation, the very beginning of the sales process, you might picture something like this: a poor salesperson,…