Archive for September, 2010

Prospecting for First Quarter? Why Not for the Whole Year?

Thursday, September 23rd, 2010

by Amber Brown

I’m always interested in the different ways sales reps go about prospecting. There are those that struggle, then others that seem to be blessed with a bottomless funnel full of prospects.
So when I’m asked about Prospecting for 1st Quarter, I have to ask: Why just first quarter? Why not all year?

More than any other time of year, the months of September – November are when clients decide what projects and initiatives they will earmark money for in the coming year. There is nothing more frustrating than calling a prospect in March for a project that’s six months away only to hear that they have already allocated their budget for the year. Don’t wait!  Call Now!   It’s much easier to be “in” the budget now than trying to get in later in the year. (more…)

Planning for 2011 – Creating Your ‘Map To Success’

Wednesday, September 8th, 2010
by Ginny Speaks

Would you travel without a navigation system, GPS or atlas? These tools of the traveling trade ensure success in reaching our destination and provide security that we know where we are going along the way.
So, why do we navigate our business world differently?  Now is the time to plan and to create and make your very own “map to success” for 2011.  This map is your navigation tool for success; to help you reach your annual goal and destination.
Let’s get started! (more…)