Don’t Chase Unprofitable Customers

by Robert Gordman

Companies spend billions of dollars each year chasing down, acquiring, and trying to serve customers who don’t make a contribution to the bottom line. So it’s critical that you only go after people who will provide increased sales and profits—your company’s Core and Must-Have Customers. Read More

Still Cold Calling? You're Doomed

by Landy Chase

Most salespeople still seem to think that the only way to find new business is through that tried-but-true technique known as "cold calling." For those of you who need to be enlightened, this involves getting a list of people who have never met you, know nothing about you or your company, want to know nothing about you and your company, and are not expecting a call from you and your company. As I understand it, your objective with these "prospects" is to interrupt their day with an out-of-the-blue phone call and try to persuade them, based on some clever "pitch," to give you an appointment. Read More

Keys to Overcome Your Fear of Follow Up

by Judy Garmaise

The truth is clear: the majority of salespeople don't take follow up seriously. After talking with a prospect they leave one follow up voicemail or send one e-mail, and that's it. A small minority will take it a step further and call or e-mail one additional time, but hearing that someone followed up three, four, five, six, or even seven times is rare. However, that's exactly how many times you must follow up to get someone's attention. That's right, seven follow ups are critical if you want to be successful. Be honest now … how many follow up attempts do you regularly make? Read More

Still Cold Calling? You're Doomed

by Landy Chase

Most salespeople still seem to think that the only way to find new business is through that tried-but-true technique known as "cold calling." For those of you who need to be enlightened, this involves getting a list of people who have never met you, know nothing about you or your company, want to know nothing about you and your company, and are not expecting a call from you and your company.

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