When the Customer Doesn’t Respond the Way You Want Them To

This afternoon, the phone rang, I picked it up, “Hi, this is Dave Brock.” Clearly, there was a sales person on the line, she said,...

Want Your Sales Pitch to Stand Out? Follow These 4 Tips

As a busy entrepreneur, I receive dozens of emails in my inbox daily, mostly from people who are trying to pitch me on their...

There Are No Silver Bullets

It seems every day I encounter someone looking for a silver bullet: “How do I get my prospect to see me, what’s the one thing/trick/technique...

The ABC of Selling

I learned the ABC of selling from a vacuum cleaner salesman. What he said was, “Always Be Ready To Close The Deal.” I call it the...

Design Your Sales Calls for Success

Some years ago, we did research on the effectiveness of sales calls and meetings. We focused primarily on meeting on qualified opportunities, not prospecting...

Embracing Objections

I just saw the term, “Objection free selling.” In fairness to the person raising the issue, I didn’t read the article, so I’m not...

The Importance of Establishing a Cadence

It seems in nature, as well as business there is a rhythm to the way things work. Disrupt that rhythm and problems start to...

Make the Sales Funnel Work for You!

The key to leadership development is team retention. The key to team retention is a solid, steady stream of cash flow into the business! As...

May I Ask You a Question?

One of the biggest issues marketing and sales folks face is just getting on the radar screen of their prospects. Even when you have...

Our Products Are Becoming Commoditized!

It seems every product, regardless of how complex, is destined for some level of commoditization. In virtually every industry, we look at products and solutions...

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