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Well, Bill, thanks for putting this proposal together. It looks really good, but I need to think about it for a bit. I’ll give you a call in a couple of weeks – OK? But it’s NOT OK, is it? It sucks because you can feel the sale slipping away into an endless series of calls, delays and put offs. But what can you do about it now? The customer just took over the sale! So shake of those negative feelings as Scott and Bill discuss Dealing with Customers Who Delay and much more on episode 454 of the Winning at Selling Podcast.
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The most successful salespeople I have worked with and observed over the past 25 years never stop prospecting. They are organized and intentional about prospecting. One of the greatest mistakes I see salespeople make is they don’t prepare, plan and prioritize their prospecting activity. Here are the 3 P’s for prospecting success.