Get Prospects To Want To See You!

I come bearing good news. From everything I have heard, one of the hardest things for a salesperson to do these days is make appointments. We have talked about this often in this column, so many times in fact that I have made it my business to try to find a solution to this problem. […]

A Few Thoughts On Selling High Tech PCBs

Selling high technology is not always an easy thing for sales people. First, there is a credibility issue, when people see the word “sales” on your business card you can lose credibility. Listen, you could have been a director of engineering in your previous position before moving into sales; you could have been a full-blown […]

Take All The Help You Can Get

Anywhere you can get it. The best way to become good, even great, at anything is to learn anything you can, from anywhere that you can. I for one, have been fortunate enough to have had a number of mentors in my career, People, who took the time to teach me, to bring me along, […]

Hiring The 21st Century Sales Person

It’s a new world out there, and what worked in sales for years just, well, just doesn’t cut it anymore. The old sales techniques like sales on the golf course, and at the bar, and friendship over common sense business, is a thing of the past. Looking for sales people today includes an entirely new […]

10 Tips For Making That First Meeting Successful!

Last week we talked about following up on those valuable leads to make sure that we turn them into gold. Everything was about making that first contact and getting that first face-to-face meeting with the target customer.  Getting that first meeting is a huge and important step towards turning those leads into gold, but now […]

5 Steps To Turning Leads Into Gold

Companies spend a lot of money getting their sales team leads. They buy directories, they use social media, they go to trade shows, they spend a lot of money on trades shows and other marketing and some of them, the smart ones write a PCB Designers’ Guide book with I-Connect 007. These are all really […]