If you hadn’t heard of educational based marketing before, you’re not alone. I’ve met hundreds of salespeople who had no idea there was new side of marketing that they haven’t explored yet. Oddly enough, most of these people don’t realize theyâ€...

Some leaders are born, while others are created. It’s often difficult, especially as a manager, to convince others to follow in our footsteps, but it is possible. Whether you’re a natural born leader or not, the following qualities can and should be n...

If you hadn’t heard of educational based marketing before, you’re not alone. I’ve met hundreds of salespeople who had no idea there was new side of marketing that they haven’t explored yet. Oddly enough, most of these people don’t realize theyâ€...

Some leaders are born, while others are created. It’s often difficult, especially as a manager, to convince others to follow in our footsteps, but it is possible. Whether you’re a natural born leader or not, the following qualities can and should be n...

In my new “What’s In a Word� series, I will offer a different word or phrase that could help you or seriously damage your sales efforts. As everyone knows, I’m a harsh critic of the canned spiel and I don’t advocate word-for-word scripts; howev...

In my new “What’s In a Word� series, I will offer a different word or phrase that could help you or seriously damage your sales efforts. As everyone knows, I’m a harsh critic of the canned spiel and I don’t advocate word-for-word scripts; howev...

The benefits of social marketing are many. Joining a series of social networking websites may seem like a tedious task, especially if you aren’t a very social person, but results you gain are going to prove themselves to be well worth the effort. I was ...

As a manager, you’re in a unique position. Delegation of authority is often the most difficult concept for most new managers to grasp. I know because I had trouble with the idea myself. I was used to completing all of my tasks on my own and was overly c...

I'm Happy You're Happy!! WHAT barrier? How do you break that barrier? Here is a question for everyone to think about, and I am not being sarcastic. I want you seriously to think about this: When the prospect says, "I'm happy with my supplier." ...

I'm Happy You're Happy!! WHAT barrier? How do you break that barrier? Here is a question for everyone to think about, and I am not being sarcastic. I want you seriously to think about this: When the prospect says, "I'm happy with my supplier." ...

As a manager, you’re in a unique position. Delegation of authority is often the most difficult concept for most new managers to grasp. I know because I had trouble with the idea myself. I was used to completing all of my tasks on my own and was overly c...

Ok, you’ve located the prospect, qualified the lead, made the contact, secured the appointment, made the presentation, presented the proposal and finally closed the sale. You now have a customer; that is someone who has done some business with you. ...

One of the many challenges sales people face in setting appointments on the telephone is qualifying the prospect, which has become a major issue and causes tremendous amounts of lost income and time. I believe the main problem for this is because most sa...

If you know anything about me and MTD training, then you know that I do not subscribe to the theory of a canned “telephone sales script.� In fact, I constantly talk about and teach that you must have a telephone sales presentation that is well PLANNE...

To enable someone else to do the job for you, you must ensure that: * they know what you want * they have the authority to achieve it * they know how to do it These all depend upon communicating clearly the nature of the task, the extent of...