burgessb

About burgessb

This author has not yet filled in any details.
So far burgessb has created 56 blog entries.

Are You Dressed to Sell?

It probably isn’t fair but you seldom get a second chance to make a great first impression. What we wear and how we present ourselves not only colours our attitude towards ourselves but also influences others perception of us. John T Molloy, author of Dress for Success says in almost all situations, one’s appearance makes

How prepared are you for your Sales Presentation?

Recently Samsung launched their new Curve 105 inch HDTV at the Consumer Electronics Show in Las Vegas. Employed as the celebrity presenter and spokesperson was “Transformer” director Michael Bay . Unfortunately for Michael his teleprompter malfunctioned and it soon become embarrassingly obvious that he was totally unprepared and after ad-libbing for about 30 seconds he

Where Do The Dollars Come From?

When considering this question many of us think of activities such as marketing and advertising, operations, lead management – the list goes on.The fact is that only one activity brings money into any business and that is sales, unless of course you are a non-profit organization.There is an old saying “Nobody gets paid until a

Does Cold-Calling Still Work?

In my last article I ranked cold calling at the bottom of the list as far as prospecting activities were concerned. This caused a number of comments which I felt needed to be addressed. I define a cold call as “calling on someone who doesn’t know you and is not expecting your call or visit.”

What Are Your Key Prospecting Activities?

This is a question I always ask when meeting salespeople and sales managers. The answer I often hear is “cold calling or managing referrals from existing clients.” The next question I ask is “what processes do you have in place to maximise these opportunities?” The answer is usually “none”! Which leads me to the subject