Materiality

How do you know you have a presentation?  I posed this question to a sales team I was working with recently.  One gentleman said, “If I win the business, I know I have a presentati... [ more... ]

Many salespeople are relying too heavily on technology today as a sales tool to:

contact new prospects

maintain contact with current customers

... [ more... ]

One successful young man I interviewed at a financial planners' meeting told me, "I used to be in another industry. I went into financial planning when I was thirty-three years old, joining my... [ more... ]