The similarities between endurance athletic events like the Triathlon and Prospecting are almost scary. I had no idea they were so much a like when I decided that I should run Triathlons. It just seemed that this old body needed some rejuvenation, and triathlons aren’t as boring as just running forever, they add the possibility [...]

After falling in love with the Hipster PDA and Levengers Shirt Pocket Briefcase,I started becoming more and more dependent on 3″ by 5″ index cards. They are great for note taking on the go and keeping organized at my desk, so I naturally started thinking of ways to use the cards to automate my sales [...]

For many people, meeting and shaking the hands of prospective customers, is an act of bravery. They have to put on a smiling face and may end up going from one grouchy person to another. Some people call attending networking meetings, or a Chamber of Commerce get-together as pressing the flesh (shaking hands). I prefer [...]

Companies follow different strategies in order to articulate their unique selling propositions. Often times, if a company has not gone through a go-to-market strategy or a strategic planning marketing process it makes sense to start there by gathering your team together and looking in-depth at the elements of your go-to market strategy. Those include your [...]

Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. Your hopes soar. sales go up. Two or three days pass and the [...]

1. Gain free advertising by submitting your software to freebie and freeware/shareware web sites. This will increase the number of visitors to your web site.
2. If you created the free software yourself, you will become known as an expert. This will gain people’s trust and they will buy your main product faster.
3. Offer your software [...]

1. Be on time. In fact, arrive a few minutes early, so you can mentally prepare for your sales presentation. When you arrive on time, your professionalism shows your prospects that you value their time as well as your own.
2. Ask specific questions. Find out exactly what the prospect needs and wants from your company’s [...]

If you have ever put on an event, you know that registration can be very tiring and cumbersome. If it is a large event, you will have a computer system that takes care of the registrations. The Web can also be used for registration just as it can be used to have people register for [...]

Over the last several years your customers have come under increasing pressure to do more with less and make purchase decisions that are heavily impacted by budgets, risk, and opportunities that are financially measured and ranked within their company. Relating potential new purchases to business objectives enables your customers to operate more efficiently with [...]

sold to such a sophisticated client base had to follow some sort of secret code just to get access to an elite clientele. But as it turns out, the issues that a sales rep faces when selling to high net worth individuals is not all that different from those issues that are faced by [...]