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How standing up improves presentations
Since many presentations are virtual, it can be hard to share your passion and energy. We spend a ton of time sitting as we work from home. Why not do something different to energize your presentations? Thoughts on why this is important and how to get started below...
Marc Kitz
Aug 222 min read
Blog Posts
Sending agenda ahead of meeting?
While this is not for all meetings, there are MANY situations where this makes sense. It can help make the meeting more efficient...
Mar 1, 2024
Getting your customer to sell for you (internally)
Sometimes customer executives involved in a decision process are only accessible through one of their direct reports…
Feb 29, 2024
Making phone call vs. email/text?
When you are looking to thank someone (particularly someone at a prospective client) what should you do? Email? Text? Phone call?
Jan 28, 2024
Ensuring your 1st meeting goes well
How a first meeting goes can determine whether you will move forward or at least how fast you might progress.
Jan 19, 2024
When a client “no shows”...
At some point this may happen...it is easy to be upset about, particularly if you worked hard to prepare...
Jan 11, 2024
How easy is it for clients to buy from you?
It is important for your business to be perceived as “easy to do business with”. Clients want convenience or they will go elsewhere...
Dec 26, 2023
Building your sales toughness
Selling already requires preparation, creativity, patience and persistence.
Dec 15, 2023
Feeling “stuck” during a sales call?
Some calls do not go according to your plan. Maybe you faced an unexpected challenge or objection that took you off course.
Dec 7, 2023
Making closing more comfortable
If trying to “close” a deal creates anxiety for you, try looking at this from a different perspective.
Nov 30, 2023
Understand your client’s decision process?
Wondering what it will take to close a particular deal? One critical element is understanding how your client will evaluate solutions
Nov 16, 2023
Scheduling post-holiday client meetings now?
If you are working on building client relationships around the holidays, hopefully you are getting some opportunities to schedule meetings.
Nov 9, 2023
INCREASE your effort near the holidays!
Thanksgiving will be here in approximately 6 weeks. Time will fly. You have a “window” from now until the end of the calendar year that ca
Oct 30, 2023
When should you share pricing?
At what point during a meeting with a potential client should you share pricing? Listening and learning will provide the guidance you need.
Oct 8, 2023
What are you actually selling?
It is easy to lose sight of the “greater purpose” of the solutions you are selling…also known as the “value”. An approach and some examples
Sep 28, 2023
Practicing sales calls?
It is easy to feel like you do not have time. If you block time off for practice, you are likely to increase the efficiency and success of
Sep 25, 2023
How to qualify during introductory presentations
Have you scheduled introductory meetings with potential clients knowing you need more information to qualify the opportunity?
Sep 13, 2023
Considering hiring a lead generation partner/resource?
There are many choices whether you are considering hiring an organization or a single resource...some will be more effective than others. H
Sep 11, 2023
How to approach tough questions from customers
You know you will get them…how to address them? You can either hope you do not get them or take a proactive approach.
Sep 1, 2023
How is phone outreach to referrals going?
Contacts you are pursuing ignore phone calls and/or have someone screen them for you. You have a few seconds to differentiate yourself by i
Aug 10, 2023
Expand pipeline – educate groups of target contacts!
Looking to accelerate the growth of your business? Educating groups of target contacts can be an efficient approach.
Aug 2, 2023
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