Join live on Wednesday, July 11 at 11am PT/2pm ET for the Channel Expert Hour webcast: “Presenting to Business People: A Guide for Geeks,” featuring Paul Glen, award-winning author and Computerworld columnist. Paul will walk you through essential steps to break through the geek barrier when presenting to business people. You will learn: Three questions […]

It was a very nice day – sunny and cool with a clear view of the sun. The telescope I used was a little Meade ETX-80 AT-TC with electronic positioning, 80mm refractor with a 400mm focal length, no filters.

• Every lead you eliminate from your list is a victory, because it means you won’t be wasting your time.  [For our perspective on this, check out Are Your Sales Prospects Playing Ball?]

• Listen carefully to what’s actually being said, rather than waiting for something to say that will give you hope of making a sale. [We wrote about the importance of listening in Sales Tip: Seriously, SHUT UP!]

• Once you’re in a conversation with a sales lead, your primary job is to eliminate the lead from your list. [At Go-To-Market Strategies, we can’t say enough on this topic. Check out our article, Lead Qualification: Getting to No.]

• The most experienced sales reps are the ones who know the 3 most important things to do with a sales lead are to qualify, qualify, qualify. [We couldn’t agree more and recommend you read our article Lead Qualification: 3 Steps to Success to help you create your own Lead Qualification Checklist.] 

• People won’t give you referrals unless you deserve them. [So true! Our article The Most Cost Effective Resource: Referrals offers 5 steps to building your own referral system.]

 HARTFORD, Conn.–(BUSINESS WIRE)– A questionnaire posed to small business owners who attended the U.S. Chamber of Commerce Small Business Summit last week shows that the majority are at risk in the wake of a potential disaster.