Focus on getting to the C-Level and influential people and you will get to them. This article will show you how to hone your focus and set the stage with others.

A lot of marketers and salespeople lost many opportunities just because they leave on the table the easiest way to increase their businesses: they simply don't ask for referrals. Here is the way you can do it...

The purpose for selling at the executive level and winning over the relevant leaders is to obtain quality leads and close sales plus a lot of other competitive and price advantages.

Successful sales people spend 50% of their time with existing customers trying to develop selling relationships. These connections produce far more sales than knocking on doors. There are better ways to prospect than cold calling.

Confidence is a salesperson's biggest asset because confidence exudes credibility, which goes to believability. This article provides three steps to develop confidence. Once confidence is attained, sales will close faster and easier.

Selling, prospecting and marketing in today's world is very different than in the past few years and it is rapidly changing as we move into the future. In the 21st century, selling and business development will require prospecting using the Internet, Relationship Selling, Network Selling and Investigative Selling.

Here is a story to show that networking is key to relationship selling. Included also are some tactics and strategies for implementation.

In the old way of making cold calls, we offer a sales pitch to a perfect stranger, cross our fingers, and hope for the best! This really doesn’t work very well in building a business relationship (or any other relationship, for that matter). This is done best by stepping into the world of the other person and finding a problem we can solve for him or her in insurance selling.

It’s always a little scary to try something new when an old formula (even if it doesn’t work very well) is familiar to us. But remember that the definition of insanity is to continue doing the same thing over and over, while expecting different results.

Why do cold calls based on the old-school traditional mindset break down so quickly? Because we usually start with a predictable introduction and a mini-sales pitch. Right away the other person puts up “The Wall” and we’re trying to scramble around it.