Author Keith F. Luscher When targeting market prospects in your job hunt or for a targeted, value-based outreach, one of the biggest challenges is researching your prospect list. Let’s say you are in B2B sales, and you want to reach out to wholesale distributors of durable goods with twenty to…
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The Qualities of Skillful Leadership
by Jim Rohn If you want to be a leader who attracts quality people, the key is to become a person of quality yourself. Leadership is the ability to attract someone to the gifts, skills, and opportunities you offer as an owner, as a manager, as a parent. I call…
Continue Reading....If Selling, Listen to the Symptoms
by Ron White ‘Doc…I got this cough.’ ‘Is it a light cough?’ ‘No Doc it is a deep hacking cough like this….KUUH… KUUH’ ‘Okay, anything else?’ ‘Yeah, I got the shivers and this red bumpy rash.’ ‘Oh, well you have got the Jungle hemoglobin neuro-cardio virus. Take these pills for…
Continue Reading....Is Everyone in Your Business Market Driven?
I’m sure you get calls every day from people you don’t know about things you don’t need. What happens when a company invests their cash into marketing and advertising programs, but then doesn’t tell everyone on the team about the new programs? In the past, I ran marketing for a…
Continue Reading....Why the Right Words Matter
As I was looking through my bookshelves for a particular reference, I came across my very first sales training book, How to Master the Art of Selling, by Tom Hopkins. I pulled it off the shelf and starting thumbing through it. I had gone to see Tom Hopkins speak and…
Continue Reading....I’m Not an Actor, but I play one on TV
Continuing on the topic of “state”—Are you in control of your state, or is your state in control of you? Successful people are masters of their states—and thus their resourcefulness at virtually any point in time. It is largely the cumulative condition of your thoughts and your physiology; your mind…
Continue Reading....Are You Creating an Extraordinary Business?
It’s the weekend, TGIF. Everybody’s working for the weekend, right? What if you didn’t? What if the weekend was an interruption to the things you really loved to do? That’s sounds amazing to many people. They can’t imagine wanting to spend more time at work. They go in, put in…
Continue Reading....Boost Your Callback Rate in Three Steps
Okay, I am going to start with a confession here—if you are reading this article thinking that you are going to learn how to increase the rate at which prospects call you back, then I have deceived you. First, let’s re-emphasize a point from a previous article (“Accept it Dude,…
Continue Reading....Stay Focused on the Big Picture
In challenging times many leaders focus on the small details involved in their business when their next great growth opportunities are found in looking out at the big picture. I first learned about Harvey Mackay from my first executive mentor Dave Sgro who shared his now famous Mackay 66 process…
Continue Reading....Increasing Marketing Success through Better Customer Service
Marketing, target marketing, and lead generation get a lot of press these days. Do a search on Google for lead generation, you get over 13 million results. I work with software and technology companies to get the most out of their marketing, so I know how much emphasis there is…
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