Sometimes we get a question that, on the surface, seems like a straightforward question. But upon closer review, it becomes an inner game (mental) issue that demands a little more time. This week, such a question comes from a listener who is pursuing a prospect that has a good relationship with a current vendor. Bill [...]
Archive for October, 2009
How Do I Unravel a Current Relationship?
October 29th, 2009
Does Your Message Cause Your Prospects to Grow Weary?
October 21st, 2009Ever thought you were communicating your value really, really well—only to look at your prospects and find them dozing? Well, that may be extreme, but rest assured, if your message isn’t compelling, they’ll mentally check out and you’ll never get them back. This episode is about focusing on your message—how you deliver it to people—what [...]
Lead Generation on The Phone
October 8th, 2009We talk often at the podcast about B2B lead generation. But the topic could literally be the focus of a year’s worth of podcasts. Why? Because it is, bar none, the most popular topic clients come to us with. It has to do with the economy, the changing nature of how people consume information, the [...]
Ever Had a Perfect Sales Process?
October 1st, 2009Often we talk about the objections and distractions that occur during the sales process. But today, we have different news—news of a PERFECT SALES PROCESS from one of Bryan Neale’s clients. In this episode, you’ll learn how to think about the components of the sales process so you can bring it into your world. And [...]
