There aren’t many certainties in selling. What works well for one person can be a dead end for another, and what looks like a sure sale can easily deteriorate into a missed opportunity. One thing you can count on, however, is that a lack of strong, qualified leads will always be a stumbling block on [...]

Your prospects are now doing more with less. They’re doing the job of several people and are more stressed out than ever and that means that prospects are much less easily reached than ever before. Prospects are also less willing to engage; it’s a nightmare, they can find a lot of what they need on [...]

It can be impossible to tell one company from another when they sell virtually identical products or services and that can be a real challenge when convincing your prospects to buy your offerings over the competitions. So you’ll need to show them how you are different, which isn’t always easy, but when you do it [...]

When you approach a new prospect, what do you have to offer? Whether you’re sending an email or cold calling, you need to grab the attention of your contact and make them want to talk with you. But too often sellers spew on about their product or lead off with a trap question that screams [...]

As any MD/Owner will tell you, growing a small business is very hard work. The sales task alone is a time consuming one with a constant need to fill the “sales funnel” with fresh, qualified prospects on a consistent basis. You won’t find qualified leads for your business from cold contacts either, they only result [...]