Sounds like a creepy line from a horror movie, but LinkedIn has added some functionality that is helpful when using it as a prospecting and sales tool.   LinkedIn now provides you with a way to follow the activity of people you are not connected with.  If you and I are connected, I could view your […]

If you want to improve your sales statistics, you should learn how to speed up your sales process. With my clients, one of the first things we do is look at how many days it takes to complete a sale – from the moment they uncover their lead to the time they sign the deal.

I was sitting with a client who is in the Renovation business, and we were discussing how he was finding using Infusionsoft in his business.  For those of you who don’t know, Infusionsoft is sales and marketing automation software designed specifically for small business.  He told me that he loved the things it can do

In meeting with a company that was attempting to sell me software, they committed what I consider to be one of the cardinal sins of selling ­… they made price an issue.  They brought it up, even though I had never mentioned it.  During the meeting, the sales person quoted me the price, but added

More new clients isn’t always the answer. Sell more services to your existing clients.