Terry Franke

By definition you can’t become charismatic. You either are charismatic or you aren’t. But you can develop some of the traits charismatic leaders come by naturally and increase your ability to influence and lead people. For example, no matter how large the crowd, a charismatic speaker makes nearly everyone feel he is speaking directly to each of them as individuals.  “That’s just how Ifeel,”

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We’ve been blogging a lot about our clients recently, but that’s OK. They deserve the recognition, and you deserve to know about how such excellent companies succeed. SXC Health Solutions, a client for which our consultative sales training and sales process development services helped make a $1 billion sale (see video on our home page), received several minutes of air

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My recent Productive Insights column, “Do Prospects Respond to Your Voice Mails and E-mails?” offered a number of ideas about how to answer “Yes!” to that question.  Now readers are responding to our column. One tack we haven’t taken ourselves but that might well work in some industries is to issue an invitation for a phone conversation via Outlook: Schedule an appointment

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If a voice mail doesn’t generate a callback, has anyone listened to it? If an e-mail doesn’t inspire a response, has anyone read it? We just don’t know, and we might never know. We can feel ignored, frustrated, and discouraged. Does a “no-response” mean: no interest, too busy, spam-blocker extreme, technology glitch, no longer at this address, or . . .

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If a voice mail doesn’t generate a callback, has anyone listened to it? If an e-mail doesn’t inspire a response, has anyone read it? We just don’t know, and we might never know. We can feel ignored, frustrated, and discouraged. Does a “no-response” mean: no interest, too busy, spam-blocker extreme, technology glitch, no longer at this address, or . . .

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Do you rate your ability as a business developer as high as you rate your skill in your area of expertise? If not, you’re probably not reaching your potential for successfully landing new clients and expanding your business with current clients. You need to improve your “batting average.” You can be making more sales to clients and prospects alike. How

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