Four Formal Methods of Communication

No comments
It is four o’clock on Friday afternoon. Your traffic manager about to quit because copy for Saturday’s log still has not been turned in. The salesperson cannot be found. You are about to lose revenue on your best client because the copy is missing. Worse yet, a missing commercial is a chronic problem on Friday. You need an answer and you need it fast!

Spike SanteeFour Formal Methods of Communication
read more

The Secret to Advertising Success

No comments
I first met Brad when he was advertising for his floral shop on the local Radio station. On my first visit, I was surprised to find such a prolific floral shop in the back of what appears from the street to be an interior design store. Brad wanted to know the secret to advertising success.

Spike SanteeThe Secret to Advertising Success
read more

The Ideal Qualified Prospect

2 comments

High-performance salespeople don’t waste their time chasing after low-probability deals that are unprofitable, unqualified, are not in the buying window, don’t have a budget, or can’t buy. High-performance salespeople know they will close more deals and make more money when they know how to identify and pursue the Ideal Qualified Prospect.

Spike SanteeThe Ideal Qualified Prospect
read more

Don’t Be Afraid to Call

No comments

The response to the COVID-19 virus has turned everything as we know it, upsidedown. Communities are on “stay-at-home” orders. Some businesses have closed their doors—a record number of people filed for unemployment. If you still have a job, you’re dealing with how to be productive from home. And to top it all off, your boss wants you to get on the phone and call your customers!

Spike SanteeDon’t Be Afraid to Call
read more

Time to Rethink Sales “Training”

No comments

In recent weeks, I’ve found myself homebound like many other business professionals, more by choice than by circumstance because I’m trying to run my business from home and not travel all over the country like I used to do. With the Internet and modern software tools, I can work with multiple clients, thousands of miles apart in a single day.

Spike SanteeTime to Rethink Sales “Training”
read more

Prospecting During a Pandemic

No comments

You have been affected by the COVID-19 outbreak. Some of your clients have already called and canceled. Perhaps your community is under some government orders or voluntary instructions that restrict your movements. What are you going to do to protect your business?

Spike SanteeProspecting During a Pandemic
read more

Looking Ahead

No comments

As we approach the new year, I want to send you my best wishes for a prosperous 2020 and beyond. Not only do we celebrate a new year but we also celebrate the beginning of a new decade. Sometimes it seems like time is passing way too quickly. I thought this would be a good time to send you some suggestions on how to get the most out of your most valuable non-renewable resource, your time.

Spike SanteeLooking Ahead
read more

Four Keys to Improved One-on-Ones

No comments

Business today is filled with so much pressure to focus on things that are both important and urgent, things that need to be addressed right now! This hair on fire pressure forces us into reactive behavior based on what needs to be done right now, instead of focusing our energy and resources on developing a more strategic behavior based on our long-term goals.  We sometimes feel as if we just move from one emergency to the next, never finding enough time to catch our breath and plan for the future.

Spike SanteeFour Keys to Improved One-on-Ones
read more

Four Keys to Better Referrals

No comments

Before his death in 2012, Zig Ziglar was one of the world’s most popular sales trainers and motivational speakers. He was born in rural Alabama and grew up in rural Mississippi. He went from a small skinny kid with a funny name to leading a worldwide sales organization, based on his simple philosophy, “You can have anything in life you want, if you help enough other people get what they want in life, first.”

Spike SanteeFour Keys to Better Referrals
read more