Etiquette Is A Simple Balance Of ‘Give’ And ‘Take’…"First Converse, Then Commerce"

When was the last time you attended a networking event and you were approached by someone who was more interested in pitching his services and closing a piece of business with little regard of who you were or what you did?   Most likely the last networking event you attended. Dictionary defines etiquette as conduct or procedure [...]

It's About Product Positioning And Not All About Price!

I talk to Sales Managers at hotels on a regular basis and one of their most commonly asked questions is “What will it take for us to win this piece of business?” “Well you can lower the rate to $99, give me a 1 per 20 comp, waive the attrition, and throw in the Presidential [...]

Prospecting Is Like Eating Brussels Sprouts

As a kid I remember racing to the dinner table one evening hungry enough to eat a horse but my ravenous appetite quickly went south when I caught a whiff of what I considered to be the nastiest vegetable known to man…Brussels sprouts. My head twitched, my nose wrinkled, and my lips curled as my mother rolled [...]

Social Media As A Sales Tool

Many companies are starting to experiment with social media and how it can be integrated into their overall marketing strategy to support company goals and objectives. In addition to creating and promoting a corporate presence on various social media Web sites, it also makes sense for sales professionals to become familiar with social media, and [...]

It’s About Product Positioning And Not All About Price!

I talk to Sales Managers at hotels on almost a daily basis and one of their most commonly asked questions is “What will it take for us to win this piece of business?” “Well you can lower the rate to $99, give me a 1 per 20 comp, waive the attrition, and throw in the [...]