Lead Generation

The short answer based on the resurgence we saw in 2022 from our own clients is “Yes.” A more thoughtful—and useful—answer is “Yes, but is a calling campaign right for my business?” Have you ever tried to get new business by “cold calling” prospects on the phone? What about calling customers to see about their current or future needs? Or

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The short answer is “yes.” A more thoughtful—and useful—answer is “yes, and . . .” Have you ever tried to get new business by “cold calling” prospects on the phone? What about calling customers to see about their current or future needs? Or calling into a new market to gain intelligence about its potential? Maybe you’ve thought about doing these things,

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In our FOCIS® consultative selling course, we teach participants how to have conversations that pave the way for sales and that also deliver value to the prospect within the sales process. At some point during the course, we are always asked: “So now that I know how to have those conversations, how do I find people to have those conversations with?”

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Once a promising trend, remote sales forces are now commonplace and for good reason. Locating salespeople in or near their territories can produce terrific (and much-needed) cost savings. But remote sales forces can be uncommonly difficult to manage, and cost savings don’t translate directly into a stronger top line. The far-flung productivity enabled by technology can sacrifice what professional trainers and

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Today, popular psychology holds that the personality of an individual human being is shaped not by genetics or by environment alone but by an uneasy collaboration of both. (It hasn’t always been this way, as straightforward as it might sound. Darwin’s cousin, inspired by the publication of The Origin of Species in 1859, coined the phrase “nature vs. nurture” as a scientific, not philosophical,

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