Gaining a sales lead is only the first step in what can be a long process. Depending on the type of product and its price, the buying cycle will vary. Generally speaking, the more costly the product, the longer the buying cycle will be. As a result, the lead nurturing process can go on for […]

Your file of prior proposals to your existing customers may be an excellent source of new business. Top performers make a habit of digging deeper than the first problem that surfaces when developing a needs analysis for a new prospect. That comes with the territory when you are doing consultative selling the right way. After […]

For anyone involved in sales, it is an age old question — how to find new sales leads. Thanks to the Internet, there are a variety of tools available to help foster opportunities. However, it is always important to not forget about the traditional sales tools that have shown consistent results. High-Tech Sales Opportunities The […]

Social networking sites like Facebook, Twitter, and Linked In offer service professionals the unprecedented opportunity to get in front of massive audiences in relatively short amounts of time. With such easy access to prospects and leads, it’s essential to have a firm understanding of why you’re there and how you’ll accomplish your goals. Before you […]

When we talk about customer service, there is always the problem of how to actually provide good customer service. There are many ways to go about it, and each one may have differing results. That is an important issue that needs to be dealt with when it comes to the business of generating B2B leads. […]

One thing that you must remember when doing lead generation work is the fact that it is tough to generate qualified B2B sales leads. Given the way the market works today, you will understand that convincing prospect to buy from you or sign up for your service has just become a little more difficult. Now, […]

Just for a moment I want you to think about all the time, energy, and money you invest into getting a new customer. As an example, think of one particular guest you met at your last home show. In order to meet that guest, you had to first meet the hostess, and you might have […]

How To Get Referrals Month After Month After Month: It’s another day at the office, and you’re waiting for a potential customer to call or walk in. How different would your business be if your current customers were enthusiastically seeking out prospective customers for you? Imagine how exciting it would be to talk to people […]

How To Succeed in Sales? I am always finding ways to relate my personal life to my business career in direct sales. It so happens that I am just crazy enough to get up at 4:30 most days to go to an early morning spin class at my gym. One of the spin instructors really […]

“Repetition is the mother of all skill.” ~ Tony Robbins, author of Unlimited Power In sales seminars and sales training programmes I often talk about the difference between sales skills and sales techniques… Repetition: Sales techniques are something external to you, they are something that you hear or that you know. Sales skills are something […]