Three Tips for developing business.

In the sales industries there is a frenzied feeling of making the most appointments you can, as soon as you can make them, in an to attempt to sell your product.  I have been surrounded by the theories of "keeping your funnel full," "it's a numbers game," "the more you quote the more you sell," for the better part of 13 years.  These theories, when put into practice, absolutely work.  As a marketing and sales professional I also know that it takes  more than the old clichés to be successful.  We are working with real people who have real lives, external stressors and higher professional priorities.  I have been fortunate and am blessed with a successful track record for building and maintaining relationships.  I attribute my success to several elements.  Here are three that you may find useful.

Drop elevator pitch and start connecting | Hartford Business

Drop elevator pitch and start connecting | Hartford Business

When I saw the title of this I couldn't believe how appropriate the timing was, as I just finished creating a training for sales professionals, called Stop Presenting and Start Connecting.

This article has some good pointers for those who dread the elevator pitch!

Enjoy!

The Art of Referrals by Pamela Horton

I had the privilege of contributing to a fellow muse Kathy McAfee's, “America’s Marketing Motivator”, www.networkingahead.com blog.  She asked me what my thoughts were on the value of referral partners.  I enjoyed sharing my insights for creating and managing referral partner relationships and thought I would share them here with you.  

My thought process when referring business always involves what is best for the individual that has asked for the referral.