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...
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...
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...
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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