Prospects have rules. Follow them to make an easy sale.
When you make a presentation, you’re not the only one with expectations. The person you’re presenting to has as many or more than you. Are you aware of them? Or are you just making a pitch for your commission? Most salespeople believe that they are selling their product or service. Wrong. The prospect is buying it and in order to get the maximum amount of buy’s, you must approach each sale with the maximum understanding of the buyer’s...
Putting it back together
Here it is February already and I am still pondering about the balance of 2021 and 2022. I must confess that the Short Squeeze on Game Stop that took place last week kind of scared me because I could see it causing some major player to go BK and start the ball rolling like it did in 2007 or 2008 or whenever it was. When I hear a hedge fund CEO say “I only have a billion left” I cannot imagine what he lost in the process. “What’s in...
As e-commerce grows, automation and artificial intelligence help companies keep pace
Recent months, and the last holiday season, in particular, brought an e-commerce boom like no other. As the pandemic accelerated trends already in motion, online shopping and deliveries exploded and possibilities surrounding automation and artificial intelligence zoomed to the forefront. Now as businesses consider the changing landscape, the use of automation and AI are weaving more tightly into the practices of many operations. A...
Topics to consider regarding second draw of PPP Funding
Business owners, CPAs, loan officers, and if applicable, business brokers, should use a variety of tactics simultaneously as businesses pursue economic support in the form of the second draw of PPP funding. Per advice from the AICPA, the American Institute of Certified Public Accountants, borrowers may need to act quickly and diligently to fill out their forms for the second round of PPP funding. Some lenders are requiring PPP...
Generic Leads are not Leads
Multiple times a day, I receive emails from companies claiming they “provide tons of qualified leads” for businesses. Here’s one recent example: [Name,] “Since finding and closing new business is more important than ever for companies to survive a global changing economy, how is [company] fine-tuning your lead gen process to generate more qualified meetings?” “Do you have 15 minutes to review your...
January Gordon Report: Introducing a new White Paper: Job Shock
Part I: Introduction: Why Read This? Welcome to the Fourth Industrial Revolution in a COVID-19 challenged world economy. Their combined impact on the U.S. job market will stretch to 2030 and beyond. Say hello to “Job Shock!” “Job Shock: Solving the Pandemic and 2030 Employment Meltdown” will be released as monthly topical Gordon Reports. This will give readers a greater opportunity to consider their outlook on the future of...
What does it take to become a sales success?
There is no quick fix, magic wand, or potion that will give you the success you’re dreaming of. So, what’s the secret of sales success? Well, it’s not a single secret, it’s a secret formula. There is a series of 14.5 principles, strategies, and actions that will lead you to success. OK, OK, the Secrets of Sales Success are not real secrets, they’re fundamental steps that successful salespeople and entrepreneurs have been executing for...
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