Author: Mark Burrall

Wake Up, the World is Changing.


Change is constant in every aspect of business including sales. Here’s the question; have you at least embraced current – if not bleeding edge – technology and processes?  Think about the following: Are you continuing your education? I am amazed when salespeople tell me they don’t have time to read articles, blogs or books on… Read more »

Are you a continuous learner?


One of the questions we often ask when interviewing candidates for a sales position is “Do you consider yourself a continuous learner?”  Of course everyone answers in the affirmative.  The follow up questions often unveil very weak underlying examples. Really good salespeople are always learning, always training and always looking for the latest trends.  There… Read more »

There are no secrets


It’s no surprise that the speed of business has accelerated dramatically in the past decade.  Our customers have more resources at their fingertips than ever before.  What used to take an hour of research in hard copy directories now takes mere seconds online.  Not only do they know more about what they need/want to buy,… Read more »

Drip, Drip, Drip


Back in March 2017 I wrote about “Check In” Calls Make You Sound Dumb. It generated a lot of responses. I want to add a little more to that line of thinking. This newsletter is perfect example of what we’ve come to call Drip Marketing. My intention is to offer content without a hard call… Read more »

Don’t Waste the Next Two weeks…


It’s coming to that time of year when things begin to slow down. Current prospects become unavailable. More time is spent finding Christmas presents and decorations. Generally, many people begin slipping out of high gear. By the time we reach the week between Christmas and New Year’s we are almost in “PARK”. So, wrap up… Read more »