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I would say the number one thing that helped me to overcome call reluctance is when I realized the people who are likely to yell or scream or be angry or be obnoxious or belligerent, they’re not the people we’re doing it for.
We are doing it for the needles in the haystack. We’re doing it to find that perfect-fit customer that needs what we have to offer, and who was w...
Million-dollar ideas don’t always create million-dollar results. Only focused implementation can do that. I remember the day that I got a phone call from a client who said, “Hey, we hit a million dollars in sales for this year. I’m really excited.” It’s a huge thing, because when you’re looking to grow like that — when you’re talking about multiplying your revenue in a relati...
Jay: I’m not lying when I tell you that I struggle with this idea that I’m being a pest in sales. So I think it’ll help my sales, I think it’ll help my daily attitude towards what I do.
David: Well, I’ll tell you something, Jay, many of the most conscientious human beings feel this way. I mean, if you’re one of those sales guys who, “H...
Want to get better sales leads? It starts with tracking what works.
David: Hi, and welcome to the podcast. In today’s episode, co-host Jay McFarland and I will discuss the topic of where are your best leads coming from? Welcome back, Jay.
Jay: Thank you. And I’m just going to answer the question. I don’t know. (laughing)...
To grow the value of your business, consider this. If your business burns down, you’ve got whatever… desks, furniture and things like that. That stuff’s all insured. You should be able to come back from that okay.
But if your book of business burns down, right? If you still have all this overhead, but you don’t have that book of business anymore, you are really in trou...