How to Deal with Prospect Indecision

By Mark Jewell | February 12, 2021
An indecisive prospect will often tell you, “I need to think about it.” What do you do in this situation? All too many ... Read More >

3-Dimensional Prospecting

By Mark Jewell | January 15, 2021
There are many dimensions to finding the right prospects to approach. Here are three for starters. Read More >

How to Use PowerPoint Effectively

By Mark Jewell | June 04, 2020
PowerPoint can be a powerful tool to illustrate your offerings to prospects or customers.  However, my first word of ... Read More >

10 Tips When Talking to a New Prospect

By Mark Jewell | June 03, 2020
When you’re in a new sales situation, making a good first impression—in person or via teleconference—is crucial. Even ... Read More >

Push Your Agenda Without Being Pushy

By Mark Jewell | May 08, 2020
When you send a proposal, your best bet is to make it multimodal.  If you send an email, accompany it with a voicemail ... Read More >

Don’t Forget Your Customer’s Name

By Mark Jewell | May 02, 2020
In spite of the fact that work has moved to home, many of us are still chasing leads and making new connections or ... Read More >

Problem Solving is Essential for Sales

By Mark Jewell | March 19, 2020
As a sales professional, you have an immense amount of knowledge about your offerings. You know what the benefits are, ... Read More >

Listen for Repetition

By Mark Jewell | December 20, 2019
I’ve written in the past about the importance of listening carefully to everything your prospects say to you. One thing ... Read More >

11 Tips When Meeting a New Prospect

By Mark Jewell | October 25, 2019
When you’re in a new sales situation, making a good first impression is crucial. Even if you’re an expert in your ... Read More >