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So far burgessb has created 56 blog entries.

How Effective Is Your Networking?

Everyone talks about networking to improve business; however I find it to be an overused word and underused strategy by many of the salespeople and business owners I meet at so called “networking events”. Many people think of networking as going to a business event in search of business opportunities however it is much

Which Type of Salesperson Are You?

There is an old quote which we can adapt that goes – “There are three kinds of salespeople – those who make things happen, those that watch things happen and those who are wondering what happened.” It’s an oldie but a goodie. In fact there are generally two types of salespeople I come across

What Is Your Prospecting Plan?

We talked about “Farmers” and “Hunters” last time and how many salespeople fall into the comfortable role of farming their existing clients rather than bringing on new business. This occurs largely due to a lack of a clear step by step plan on how to go about prospecting. Many salespeople make the excuse they

Scared to Close the Sale?

In my last ramblings we looked at overcoming the “no hurry/no desire to change from the current supplier or serviced provider” obstacle. Today we will look at the key reasons salespeople don’t ask for the business. In fact surveys conducted with the fortune 500 in the States showed that 62% of presentations finish without