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Tips on Building Your Client Pipeline

Tips on Building Your Client Pipeline

by Jennifer Lane | Feb 17, 2022 | Prospecting, Sales, Sales Relationships

We all know building a quality client pipeline takes time and perseverance. When asked in a recent study what is the most challenging part of the sales process, it was no surprise that 80% answered prospecting and pipeline building was the most difficult.    Here are...
4 (Additional) Superhero Traits That Salespeople Have

4 (Additional) Superhero Traits That Salespeople Have

by Jennifer Lane | Jan 24, 2022 | Prospecting, Renewals, Sales, Sales Relationships, Sales Training, Selling, Success

Back in 2019 (which feels like a million years ago) I wrote a blog about “4 Superhero Traits That Salespeople Have.” In this blog, we discussed the four traits superheroes and salespeople had in common (Resilience, Passion, Confidence, and Goal-Oriented), but did you...

Keep Your Prospecting Antenna’s Up!

by Jennifer Lane | Jun 10, 2020 | Advertising, Economy, Prospecting, Sales

We’re happy to bring back guest contributor, Bob “Z” Zuroweste for a third week! With 30+ years in the media industry, you may know Z from his time as VP/Market Manager Clear Channel, Sr. VP/Director of Sales for CBS Radio, VP/Market Manager for...

Setting The Appointment By E-mail

by Bryan Marriott | Jun 18, 2019 | Cold Calling, Prospecting, Sales, Sales Cycle

Appointment setting is one of the most requested topics these days. Let’s face it; sellers are always looking for the most effective way to attract new clients. So, lets tackle this topic head-on. In working with media-based companies all over the country, we’ve found...

Networking with Media Professionals

by Jennifer Lane | Mar 6, 2019 | Branding, Getting Started, Marketing, Networking, P1 Futures Program, Prospecting

Whether you’re living your dream job in media right now or your on your way up, it’s always a good idea to keep your networking pipeline full. There are a number of ways to find and nurture new acquaintances who may be able to enhance your career objectives. ...

Conducting a Customer Needs Assessment (C.N.A.)

by Jennifer Lane | Feb 6, 2019 | Marketing, Marketing Pros, Prospecting, Sales, Sales Cycle, Sales Training, Selling, Training Trends

As a seller, chances are that you’ve heard the acronym, C.N.A. It can stand for the Customer Needs Assessment or Conducting the Needs Assessment. It’s also known as the need’s analysis or the “tell me” interview. There are lots of catchy names… but the end game is the...
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How to Get Promoted

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Managing Communications

Solutions vs. Spots 

Co-Workers ‘Lead’ The Way

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