Secrets of Better Prospecting

Are You Getting Through To New Prospects? Yesterday I posted some strategies to find new customers using LinkedIn.  Having used this method myself for several months, I’ve been amazed at how much easier this is than trying to reach out to someone I don’t know by phone or email. It does work.  However, there’s a […]

Wasting Time Cold Calling

What’s Your Conversion on Cold Calling Prospects? Ask your peers – the successful sales people are probably farming accounts they’ve had for years.  Others have a different strategy. No one wants to hear from a sales person they don’t know. I’ve had several coaching calls this week with sales people who are either new with […]

Are Your Clients Ready for The Digitized Megatrend?

What Is the Digitized Megatrend All About Your Clients are going digital. We all are. And it’s happening fast. Obviously we all use computers and smartphones. That’s not what I mean. I’m talking about a Megatrend. A complete paradigm shift in the way we think about business. Think cloud, appstore, smartphones, and Internet of Things (IoT). […]

How to Avoid Selling Low Margin Commodity Products

The Average Security Sale Is A Commodity Sale Too Security is always in the news, and generally ranked high on the company initiatives list. For ten years I’ve been encouraging resellers to put more focus on security – urgent security issues just seem to move people to buy faster than anything else… Is SECURITY a good […]