Recent Articles and Reviews

Are You Making These Two Phone Calls?

We’ve all watched sand slip through our fingers, haven’t we? But would we let it slip through if it were money? Not likely. And yet we let a ton of prospects slip through our fingers every day without knowing it. How? By not following up on turned down business You see, we all get our Read more …

Are You Winging Your Inbound Sales Calls?

Pre-call planning. It’s something we all do before making sales calls. Every sales call we make requires some degree of planning, including researching a prospects event, their social profiles, and setting aside the time to make the call. So how come we don’t do any planning for our incoming calls? How many of us prepare Read more …

A Simple Way To Turn More Prospects Into Customers

“I’m listening” – Dr. Frasier Crane For those of you fortunate enough to have seen the show Frasier, you already know the popular line above. It’s what the always popular psychiatrist Frasier Crane would say when he started his talk show every day. I’m Listening It is short and succinct. And it’s something we can Read more …

Three Basic Questions We Aren’t Asking Prospects

Flossing. The very thought makes many of us uncomfortable. We know it’s something we should be doing daily but over 50% of us don’t (according to the American Dental Association ). After all, flossing is part of a basic routine to maintain good dental hygiene. Despite knowing this, many of us just fail at it. Read more …

Are You Busy, Or Are You Doing The Work?

“Don’t get old, there’s no future in it.” jokes Ed Clark, who is now 87 years old. A nationally acclaimed artist, Mr. Clark has been honored by the Art institute of Chicago and has had his work featured in influential art galleries. And much of the work being featured was done by him while he Read more …

How Satchel Paige Would Sell To Groups

Imagine being at a baseball game where the pitcher was about to throw his first pitch. Oddly enough, all his infielders are sitting instead of standing. Why? To find out, we have to go back to the 1930’s when a hall of famer named Satchel Paige was pitching. And it was his infielders that would Read more …

Five Front Desk Fails When It Comes To Group Sales

Ever played chutes and ladders? If you have, then you know how annoying it is when you almost get to the end only to land on a chute that pulls you all the way to the bottom. We do something similar when it comes to group sales at our hotel. We do all the hard Read more …

How to Read Your Prospect Like A Book

“You know, I’m sorry I have to eat you, but if I don’t, I’ll hate myself!” – Gargamel speaking to Weepy Smurf While you may already know of the infamous Gargamel, for those that don’t, he is the evil wizard and a sworn enemy of the Smurfs. He is the main antagonist in the show, comic Read more …

Are You As Anonymous As Cicada 3301?

Starting 2011, a mysterious organization started sending a series of what seemed like unsolvable puzzles to the finest codebreakers in the world. Much like a string of beads, one puzzle just lead to another more complex one. A sort of scavenger hunt that has taken some of the most brilliant minds across not only the Read more …

How To Hit It Off Right Away With A Prospect

Ann Landers and Dear Abby (Abigail Van Buren) were both extremely famous advice columnists for decades. From marriage to divorce, gay rights to abortion, the two columnists had a knack for giving out advice that turned their (pen) names into what some consider cultural icons. What most people did not know, however, was that the Read more …

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