In my newsletter I have begun a series on sales prospecting using social media. The last two issues have been on techniques and tips to use Linked In to find and develop sales prospects. Future issues will focus on Facebook and Twitter.
My newsletter is free and you can unsubscribe at any time. At the moment [...]

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Last week, the Sales and Marketing Doctors were in session and many people were brave enough to put themselves on the examination table.
Join myself and Jeff Schneider of Sandler Training for the first in a series of Sales and Marketing Podcast interviews recorded live and answering questions from the audience. Questions included:

I do best when [...]

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Don’t forget our free sales and marketing rehab sessions are beginning on December 10th. The first session will be on the topic of sales and we will have our resident sales expert, Jeff Schneider on the phone ready to take you calls. There is no charge for these sessions and they should be a lot [...]

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The sales and marketing doctors will be in session! Are you brave enough to get on our examination table?
In December myself and Jeff Schneider of the Sandler Sales Training institute will host a live podcast by telephone interview series called “Sales and Marketing Rehab”. We will be taking your questions on sales and marketing topics [...]

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It’s amazing to me that some businesses have no idea what a bad first impression they give a customer. A few weeks ago I went to a new dentist. When I called to make an appointment, the first thing they wanted to know was about the details of my insurance. It was very offputting and [...]

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This is one of my best podcast interviews so far (even if I say so myself). And it’s not because I was so brilliant but because my guest is a world class sales training guru. I don’t even say that much during the interview so what does that tell you?
Anyway to the point, if you [...]

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The other day someone was kind enough to give me a lead for a company that she thought was looking for some marketing help. I followed up within a couple of days and very quickly experienced one marketing problem. The person who answered the phone sounded irritable; as if my call was an interruption of [...]

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(Check out my upcoming Referral seminars!)
Referrals are a great method of prospecting but most businesses do not have a plan to maximize their referrals. They just let them happen in a random fashion. But why leave it to chance?
The benefits of referrals are that your closing ratios are much higher when someone has recommended you. [...]

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As you put together your sales prospecting plan, give some thought to strategic alliances. Working with a other companies who have

Complementary products or services
And target the same customers

can be a win win for growing leads, referrals and personal introductions. The way it works is that you are leveraging each other’s sales and marketing efforts. [...]

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(The following is a summary of the key points from the PBA Cornerstones seminar on Jan 10th. Jeff Schneider, Bill Dolan and myself were presenters)
Networking should be an important component of your sales prospecting plan. Most business people get involved in networking at some point or another but very few are strategic about it. [...]

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