Mar 30, 2023
Starting a conversation with the wrong words can kill it from the get-go, or allow it to flourish. Phil M. Jones, author of best-selling book Exactly What to Say, joins us to share insight on how to start and carry on meaningful sales conversations by first gaining permission from our prospect. Phil and Mark discuss...
Mar 27, 2023
Lead v.s. Prospect…Don’t confuse the two!
Want to close more deals? You’ve got to focus on better prospects. Mark shares key questions to ask in order to qualify prospects early. Qualifying early keeps your pipeline from getting clogged with “suspects” you can’t really help. Your time is valuable, start...
Mar 23, 2023
What’s your target? Is it making money, or serving others? Can it be both? Great salesmanship isn’t about you, the product, or the service, but all about making that other person’s life better…the money is simply the reward. Bob Burg, author of The Go-Giver (Wall Street Journal and BusinessWeek Bestseller)...
Mar 20, 2023
Selling to a CEO, let alone reaching them, can seem daunting. Cracking the c-suite may be difficult, but it’s not impossible. Mark shares which actions get you closer to the CEO and how to talk to them. What is the CEO looking for? Listen to these 16 total tips, then check out this blog post on this same...
Mar 16, 2023
Forget about whether the prospect likes you or not, the most important question is: Do they trust you? A lack of trust can bring a sale to a halt, and is the biggest cost to any company. But if the fastest way to build trust is still person-to-person, how can it be done in an industry moving toward more virtual contact?...