Do you ever have a prospect who just won’t “warm up” to you no matter what you do? You know the ones, the ones who will not talk to you or answer any of your questions or are even openly hostile to you. Try this to turn things around, “Mr. or Ms. Prospect, I am… Continue Reading
Author Archives: Kimberly Mackey
Motivational Accountability is NOT an Oxymoron
Times are improving. As we get busier, it becomes easier and easier to forget the sins of the past. Lately one of those more dangerous sins keeps coming to light as sales management is consistently asked to do more on top of their primary duties of keeping the sales engine flowing. Often sales people are… Continue Reading
I Was Wrong! There, I Said It (and you might be making the same mistake).
Anyone who knows me, knows that it is hard for me to admit when I am wrong. And yet, here I am announcing it to the world. Why would I do that? Well, I believe this particular error deserves to be shared because I know many of you who may be innocently making the same… Continue Reading