by Roger Bauer | Focus
Today, I want to talk to you about reaching decision makers. You know, the ones who sign the big checks … not the person you get funneled down to so your deals never leave the starting gate. Before we even get ankle deep, let me step you through a small exercise that...
by Roger Bauer | Focus
Recently, I was on the phone with a potential client for the Eliminate Cold Calling Case Study group. We’ll call him Pete … that’s not his real name, but that’s what we’ll call him for the sake of our conversation today. Pete wanted to know if the program was right...
by Roger Bauer | Focus
One of the biggest mistakes I see sales professionals, business owners and entrepreneurs make is they fail to target a specific audience or niche within the overall market. What happens when you target everybody as a prospect? You chase bad fits, appear desperate and...
by Roger Bauer | Focus
Today, I want to share a story with you. It’s about a client who was transitioning over from technical support to sales. We’ll call him “Rob.” Rob started off doing really well in terms of prospecting, but he hit a snag about six months into his new...
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