Category: Prospects

You are NOT calling on the right person!


Well, that’s a shocking headline.  The simple truth is, more often than not, multiple people are involved in the buying decision.  Some research suggests it is often more than five.  Think about it.  You have your contact, their boss(es), purchasing, the controller and maybe someone in manufacturing or engineering.  You may be calling on one… 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 »