Posts in: high performance

How do you get past the gatekeeper? There are three basic rules. But before we get to those three rules, there’s something you must understand: who is the gatekeeper? Traditionally, the gatekeeper has been a secretary,...

What is the danger of using demos, presentations and collateral? The danger is that most people use demos, presentations and collateral as a substitute for having a well thought-out and well executed sales strategy. PowerPoint...

“Said the Sales Coach to the sales-per-son… Do you KNOW what I KNOW?” As seen in this month’s EntreQuest sales training video, Sales Coach Jeremy Steinberg is wrapping up referrals for the people on his B2B gift list. When it...

So you are talking with a prospect experiencing significant pain. You know he needs what you are selling – but doesn’t know it yet. How do you get him to come to that decision? Should you tell him what he needs? Or should...

You have all heard it’s not what happens to you but how you react to what happens to you that makes you successful. If you buy into this, then you will probably also agree that economic cycles are inevitable. What’s not...

With all the noise and everything going on… they say what you FOCUS on you will find. Well if this is true, then let’s get your feedback: What is the hardest part of growing a business in 2009? Either pick one or make up your...

Pardon my ADD for a moment, but consider for a moment all of the moving parts of a business: marketing, sales, operations, finance, client retention, human resources. The list goes on to include technology, processes, products,...

Here’s the deal with RFPs. You need to delete every RFP that hits your inbox, unless you helped to write it. Why? Because the RFP process typically does not allow you to connect with a decision-maker. Some RFPs will. There is...

Dealing with hard-ball negotiators. The key to dealing with hard-ballers is playing their game, on terms that they think are their terms, but arriving at your outcome. All hard-ballers want to do is extract a pint of blood. Some...