In the last several blogs, I’ve written about how so many people in organizations feel disengaged. We talked about how this is impacting our current client relationships and also how it could be hurting your organization’s and team’s growth. I thought I’d share a framework that I use to help…
I’m working on several projects where clients have asked me to determine if their sales team is fully engaged. There have been several recent national studies stating between 60-70 % of employees working today are not engaged in their jobs. Over 15% of these employees are no longer engaged, but…
On June 11, Market Leadership Journal will be hosting a webinar called Your Foot in the Door. The topic will be on how to get your foot in the door of prospective clients (i.e. to engage) where you otherwise do not have a connection or previous relationship. When I teach…
How many of us have attended networking meetings, or other types of social/business functions, only to be overcome with shyness—or what I call a “fear to mingle”?
A lot of the pieces I share here on Market Leadership Journal focus on one of the countless aspects of sales prospecting. So I thought it would be helpful to share some important points specifically about what prospecting is, and also about what prospecting isn’t.