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Archive for January, 2009

Prospecting and the Gatekeeper

By Paul Bunn ⋅ January 16, 2009 ⋅ 4 comments

By Miles Sonkin, High Probability® Selling If you’re calling business to business, and you’re reaching the administrative assistant, chances are that they know all about what the decision maker wants and doesn’t want. The concept of getting past the gatekeeper usually ends badly. This article provides a different approach. Q. When making prospecting calls, the [...]

Recession: A Good Time to Sell

By Jacques Werth ⋅ January 9, 2009 ⋅ 4 comments

We published this article early last year (2008) but it seemed worth revisiting given current events. What Good is a Recession? Whether a recession is generally spread across all industries, or localized to just your industry, it is a great time to be selling. A recession is defined as two consecutive quarters (3 month periods) [...]

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