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What’s More Important: Fame or Authority?

Before we can answer that, we must define the difference between these two similar but decidedly different adjectives. Personally, I believe the difference between fame and authority is really quite simple. Famous people are known but authoritative … [Read more...]

Social Agents: Your Unpaid Sales Prospecting Team

There are two kinds of people in digital networking: social agents and prospects. You’ve probably already figured out what prospects are, but maybe you’re wondering what agents—especially social agents—have to do with growing your business. Social … [Read more...]

The Power Of Patience In Profitable Sales Prospecting

Our Sell Greatly approach is based on the 5 P’s — Proximity, Preparation, Presence, Patience and finally Preference. After a recent Sell Greatly Keynote, a sales manager quibbled with the third P - Patience. “I’m not sure I agree with the … [Read more...]

How To Script The Perfect First Sales Call

What if every first sales call lead to a proposal that was bought? How much better would your life be as a salesperson? Now, obviously, that's never going to happen but today, let's talk about a series of questions, that should be part of any sales … [Read more...]

How To Leverage Sales Prospects’ Passions For Better Sales Nurturing

Like most sales prospecting techniques, to improve your ability to develop stronger interpersonal relationships, you need to prepare (using techniques like Social Reconnaissance) before you prospect. That way, you're better prepared to have real … [Read more...]