It’s March Madness, the US hunt to determine the national champion of college basketball, — how do you pick your NCAA basketball tournament brackets? Some fans talk to their friends…. Some scan the Internet or listen to radio DJ’s picks for recommendations…. Some have hopes for their favorite team that they’ve always supported to be the next Cinderella story…. ve even heard people pick brackets based on uniforms…. Fans have big hopes and dreams of NCAA glory. Some business owners ask their friends for opinions on their ads and promotions. 2) Get an objective opinion. 5) Test, Test, Test. MORE >>

In 2004 the Harvard Business Review, reported that Executive Coaching is a $1 billion industry. In certain countries as much as 88% of Companies use coaching. few years later, it seems that it’s not slowing down any time soon. So what’s driving this growth? Results. Plain and simple. The case for executive coaching is that it’s working. Understanding why it works and learning how to use it, is helping executives be better at their jobs and it’s saving companies a ton of money. At the core, what an executive coach does is simple: make questions, a lot of them. Guess what? MORE >>

Maybe it is just me, but the explosion of robot selling arena appears to be contradictory to the goal to increase sales. Every day I receive messages from robots, oops I mean salespeople,  wanting me to buy this or try that. Credit www.sxc.hu. Just yesterday I this one: Hi Leanne, I was checking on this. This ends at 5pm today. Let me know if you would be interested. Regards, What he was checking on was a previous marketing message that I had personally answered, but his “robot” sales process did not even read my email because he was engaged in “robot selling.” MORE >>

Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply aren’t doing enough. What’s enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence the decision-makers. In general, the more focused sales activity salespeople generate, the greater the number of sales opportunities they can create. Poor Quality Activity. Existing clients frequently make requests for service that could be dealt with by support staff. Speed of Relaying Customer Information. MORE >>

Yes, you can prospect using voicemail. Don’t think for a moment, though, that you’re going to be successful if your voicemail message is nothing more than a lame commercial about how wonderful you are. First thing to keep in mind is the message you leave is most likely not going to be returned.   But don’t let that be a reason why you should not leave a voicemail message. The key is your message must be about the other person — not about you.  Here is the best way to sales prospect with voice mail: To make the voicemail message fly, it needs to be short. MORE >>