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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(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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I had the pleasure of being a speaker at the Portland Business Alliance’s Cornerstones today. Cornerstones is aimed at small business owners and managers. Jeff Schneider of Sandler Sales Training was the lead speaker with myself singing harmony (so to speak!). Bill Dolan from Spirit Media was our very capable moderator.
The topic was “Creating Your [...]

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