When to say it’s “Over”

One of my favorite selling concepts is “Firing a Prospect”.   Its fun to teach newbies because its so counter-intuitive to them.  During a long day of “smiling and dialing” and getting your share of no’s, its nice to be the one saying NO sometimes.   Most importantly, it just works!  Prospects like being chased.  … Continue reading

It happens 3pm EST Tomorrow, Tuesday 2/26

The follow up to “ACT! and Outlook are Holding You Back” is a Free Webinar tomorrow afternoon!   Don’t miss it!  There are still a few spaces available.   On Tuesday, February 26, at 3pm Eastern, join us for “Making Contact Management Work“.   This free webinar will include: The Who, What, Why, Where, When and … Continue reading

Marketing Opportunities are Passing You By

With the release of “ACT and Outlook are Holding You Back“, I’ve had the opportunity to talk with lots of business owners struggling with their contact management system.  There’s a common theme among them that has me scratching my head…   Just about all of us know that the funnel works like this –   … Continue reading

Want to have some fun?

There is a lot out there to read about how to use technology to improve sales.  There are many out there saying “Cold Calling is Dead”. So, I found it pleasantly surprising to read Brandon Hull’s recent post on orchestrating a good old fashioned “Sales Blitz”. Check it out.  It sounds like a bunch of … Continue reading

“Contact Management Ain’t Easy, Its Essential”

Contact Management Essential  – This quote from a long time friend and marketing guru, Bobby Michaels. Bobby had just read “ACT and Outlook are Holding You Back” and I guess it got his motor running!  He was on fire!   Bobby made some excellent points, harkening back to years ago when we worked together in … Continue reading

Making Contact Management Work Webinar

The release of “ACT! and Outlook are Holding You Back” has produced a ground swell of questions!  Readers want to discuss how they can apply these principals to their own businesses.   It seems that the feeling of being unable to reach your full potential in sales and service is unbelievably common.   On Tuesday, … Continue reading

ACT! and Outlook are Holding Your Business Back

You’re a small business.  You’re lean and mean.  You can make your competition look like a bunch of chumps! Except… ACT! and Outlook are holding your business back from being everything that it can.   We’ve just posted a new report that includes: 4 Reasons ACT! and Outlook are not working for you 7 Easy … Continue reading

Your small business is hitting the wall!

If you own a small business, you know what your larger competitors have that you don’t.  They’ve got resources to do things bigger and “ostensibly” better than you can.   But, do you know what you have that your competitors don’t?   Your lack of size and resources can actually be your greatest advantage!   … Continue reading

Forgetting your follow ups is sinking your ship

Another great article by Daniel Sitter!   This one about how frequently the flaw in your sales process is that you’re just not following up.   I can tell you from my point of view, as the CEO of a contact management service, that its true. In 2008, just remembering to call the right people … Continue reading