Prospecting Do’s and Don’ts

Prospecting Do’s and Don’ts

We all know that prospecting is the lifeblood of sales.  I coach a lot of small business owners who wear a lot of hats in addition to sales and they want to know they or their salespeople are not wasting time while prospecting.  Those that have salespeople...
Getting Stuck in the Middle

Getting Stuck in the Middle

Here is a situation I encounter a lot with clients.  I debrief with the client regarding a first meeting with a prospect.  They tell me that the meeting went very well. They were able to generate good rapport and there was good discussion on the prospects...