by Brent Hale | Jan 21, 2021 | Business Development, Sales
Recently, I was working with a client. One of their salespeople was talking in abstract terms about the time he was spending on a big idea with unattainable clients – home runs – as opposed to smaller accounts – singles. Sports and sales are very...
by Brent Hale | Sep 28, 2020 | Prospecting, Sales
We get it! You are a salesperson. You need to sell your product! (It’s like the football coach Herm Edwards famously said: “You play to win the game!”) And we all do this next part: you are already thinking about the next thing you are going to say before the prospect...
by Brent Hale | Sep 8, 2020 | Lead Generation, Prospecting
One of the toughest things about selling is qualifying leads – they just aren’t all created equal. What makes some leads better than others? Hopefully, we can tell you in this article, and save you some time.Power Line. Sometimes a person appears to be the...
by Brent Hale | Aug 24, 2020 | Lead Generation
They call it the “sales cycle,” but truly, it’s more like a treadmill, or at the very least, a hamster wheel. You get on it, but you can never quite get off it. If you are in sales, you will understand exactly what I mean here.You have a week with no meetings or calls...
by Brent Hale | Jul 30, 2020 | Sales
Why taking a leave is actually good for you (and how not to lose momentum while you’re doing it)It’s good for any of us to take time away from work. Whether it’s a vacation or a leave, it ultimately yields many positive outcomes. But a lot of us truly have a hard time...
