Redefine Your Networking Thinking

I (Doug) was told the following story and am sharing it to jumpstart this networking conversation: Complaining about how the boss was encouraging everybody in the company to get out and start networking, one salesman was grumpy and turned to another one and mumbled,...

Planting Seeds Grows Service Leads

Nearly twenty years ago in the division of a large services company where I was a sales coach, one fellow had been the top salesperson for ten straight years. I made it a point to get to know this guy and eventually convinced him to tell me his story for a cameo...

How Seamless is Your Company?

Let me start today by defining the word seamless. The dictionary tells us it means smooth, consistent, ordered, or harmonious. Do those words describe how your business functions? Most of my customers are in the services industry where there are four departments:...

Tell the Truth, Wherever the Chips Fall

Following a renovation and expansion of the mountain home my wife and I owned in north Georgia, we placed a substantial furniture order with a local dealer. Our only stipulation was an assurance that all the pieces be delivered by a particular date, to coincide with a...

Create Off-Season Urgency

It’s quite normal for salespeople to become frustrated when their prospects are casual about moving forward. You’ve got to focus on more than the weather to stir folks to action. Today I’ll provide two suggestions to create off-season urgency and they revolve around...