Beyond the pitch? The person.

As salespeople, we all know how to communicate what sets our product and service apart from the competition. Whether it’s 24/7 service. The largest inventory. Your company’s added value. Yet, many of us fail to realize what else we bring to the table: our decidedly...

Planning or failing?

Funny thing how we all assume we have a plan. Everybody throws the “plan” word around like it just happens. But the plain fact is it doesn’t. Because if we don’t have a plan—a written plan—with specific goals and specific action steps to...

What’s in a lead? Opportunity.

Leads. How did the word originate? And, what approach do people take to them? Basically, a lead is a prospect’s or suspect’s name that eventually can turn into a sale. Literally, the lead leads you into a sale or a transaction. Over the last year...