When Should You Pick Up the Phone?

Professionally, email has become many people’s favorite way of communicating—myself included. But it raises the question, when should you pick up the phone and call someone instead of just sending them an email? I would argue that in most situations, email is the more convenient choice; however, I’ve come to learn that on some occasions, […]

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Avoid These Deal-Killing Phrases

Even the slightest mistake in word choice can turn a prospect or client off. The words we choose can make or break a deal, which means we spend a lot of time thinking about the words we use to pitch our services. No matter how hard we try to weed out the blatantly negative or […]

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Be Authentically You

Many business owners struggle with questions about how to approach and conduct meetings with potential customers. What should they wear? What tools should they use? When I hear these concerns, my first response is this: take a deep breath and relax. Get out of your head, and into your heart. Truth and authenticity cannot be […]

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Actively Finding Customers

Somewhere along the line, the process of gaining customers became more about attracting customers rather than actively finding them. “Build it and they will come” is an awesome ideal for small businesses, but there comes a point when you’ll need to get your hands dirty and seek out some customers on your own. So where […]

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Can You Shorten Your Sales Cycle?

One valuable way to boost your sales is to find ways to shorten the sales cycle. How can you get customers to purchase more quickly? Do customers start the process, but then sit in limbo for weeks or months before finalizing the purchase? Every business will have a different sales cycle, but finding ways to […]

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Geoff Wilson: Finding New Customers

A steady flow of new customers is vital for any business. Geoff Wilson of 352 Inc. calls them the “lifeblood” of any business. “You can’t be successful in business without having a mechanism for finding new customers,” he says. Getting new customers goes down two paths: you finding new customers and them finding you. Geoff […]

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Consultant’s Corner: Drip Marketing

Question: How can I keep my customers engaged during a 1-2 year sales cycle? Certainly, one of the greatest challenges in sales is keeping the potential customer engaged with your company throughout the sales cycle. If you don’t keep your company and its product/service on the forefront of the consumer’s mind throughout the sales cycle, […]

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