If a prospect was good enough for you to have competed for their business in the past, then they’re good enough to pursue now. If you wanted the account bad enough to compete for it, losing the opportunity is not a good enough reason to give up…Continue Reading
Effective prospecting requires that you choose an effective medium for communication. Some forms of communication are more effective than others, often by a wide margin.
- Face-to-Face: This is the platinum standard. The more important the…
When I was about 21 years old, I moved to Los Angeles, California. I had a nice, one-bedroom apartment in Brentwood, and I had a good job. When I moved in, I bought a state-of-the-art answering machine (state-of-the-art in 1990).
This answering…Continue Reading