How to Deal With Gatekeepers Talk about 'gatekeepers', sales-stoppers, and almost all sales people or entrepreneurs who ever had to do cold-calling would have a frustrated expression on their faces loaded with experiences they wouldn't want to have again.  The very thought of approaching the decision maker through the 'gatekeepers' - people who find themselves in between the decision makers and yourselves - gives many people the jitters.  That's precisely the reason why I thought of sharing a few tips with you to help you to break this barrier down and deal with gatekeepers effectively: Don't...


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No doubt about it we are living in some turbulent times. And unless you are consciously proactive, all the negative news spewed out every other minute can have a negative impact on your psyche. And worse yet it, it can affect your sales results and your sales people. As an owner or sales/marketing executive, you have do everything you can to avoid the following attitudes and their related actions among your sales team (more...)


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We all know follow-up is critical to keeping customers and making sales. But can there be a wrong way of doing it? First of all, let’s agree that the whole idea of “follow-up” is to form a relationship with a customer that communicates trust and the value that you offer to them. If all you communicate to them is how low you’ll go in price or what is the latest upgrade promotion on the new technology solution buzzword of the month then you aren’t (more...)


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