This can be achieved through a structured sales process. A structured sales process is the difference between hoping for ...

The difference between involvement and commitment can be explained by considering a plate of ham and eggs. The hen is involved; the pig is committed. That joke has been around for years. We might ...

Prospecting is the lifeblood of any business. When I ask sales reps what they get paid to do, I rarely hear, “to prospect.” Yet you can have the best product, price and presentation — and be the best ...

Stuck on what to post. Imagine your dream client across the table and tell them what you wish every prospect understood. Here ...

Choosing a coach is a significant decision that requires clarity, trust and a sense of alignment. Prospective clients look beyond credentials to understand how a potential coach thinks, communicates ...

In financial services, it's all about the clients. What your clients need, what they want, where they are, where they're ...

...AI is a powerful accelerator but it is not a closer. Artificial intelligence has dominated the conversations I am having with service professionals who are looking to strengthen their practices.

In describing how a financial advisor should approach a first meeting with a prospective client, RFG Advisory’s chief behavioral officer Brendan Frazier used an expression that should resonate with ...

My website encourages prospective clients to email me a brief description of their situation. I ask that they email rather than phone me to avoid my tendency to spend too much time with a prospective ...