Reluctant to Prospect for Appointments?
Do you postpone or avoid prospecting calls? Most outside salespeople have some degree of call reluctance which is an oxymoron for folks who make their living by commission. You obviously can’t close ‘em ‘til you propose ‘em and can’t propose ‘em until somebody agrees...Land and Expand
Today is the 79th anniversary of D-Day, June 6, 1944, when 160,000 Allied troops landed in Normandy, France. This concerted effort occurred at five different locations under the command of General Dwight D. Eisenhower. Stiff German resistance resulted in nearly...Relentless!
As you look at the photo on the left, I’m sure you are asking yourself, what the heck am I even looking at. Well, I’ll tell you. A few hundred yards outside the entrance to my neighborhood there was a minor cave-in of a storm sewer drain. The Public Works folks came...Inevitable Indifference
When I (Doug) was in the fourth grade, I had a crush on Jill. It was a one-sided relationship, but as Valentine’s Day came closer I decided the best way to wow her was to walk to Lintner’s Drugstore and buy her a heart-shaped box of Russell Stover chocolates. It took...Do You Believe?
Every year about this same time, participants of my coaching practice and subscribers of my weekly newsletter read my pleadings about the importance of self-generating their own sales leads. Here’s the Format + I first write and lecture about determining which...
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