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Stop Assuming…Start Knowing

Do you make assumptions before you ever walk in the door of a new prospect? Have you ever heard the voice inside of your head say: “I’m sure they have this in place since they are a larger company.” or “They are growing so fast, I’m sure I don’t need to bring this point up.”? […]
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Want more referrals? Try this…

If you are looking for more referrals (and who isn’t), there are a few ways you can make referrals easier for you and the person referring you. I’m a big fan of the customer referral. After all, who better to provide you the Right Opportunity than a satisfied customer? The problem is that most people […]
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In Blog Posted

Genuine Intent

The last two years have been, personally and professionally, both amazingly rewarding and amazingly challenging. And things have worked out the way they should be, for now. It’s important for all of us to realize that life is a journey. Even more important to recognize is the gifts you are given along the way. Over […]
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Ditch the Elevator Pitch!

Do you have an elevator pitch? You are not alone. Elevator pitches have become so prolific that people have been taught to use them in almost any context: salespeople, job hunters, soon-to-graduate students, at the mall – you know what I mean. It’s a “packaged” approach to differentiating yourself in 60 seconds or less. And […]
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In Blog Posted

My Son’s Lesson in Perseverance

Baseball, like many sports, can teach you some great lessons. And while I once thought the lessons were limited to the ones you learned while playing the game, the last few weeks showed how a fan can learn lessons as well. My 9-year-old son loves baseball, and as a native San Diegan, he adores the […]
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In Blog Posted

Be Willing to Narrow the Sales Funnel

As I have mentioned before, a good sales process helps you limit the field of potential clients by choosing the Right Targets and the Right Activities to undertake. Why narrow the sales funnel? It helps you increase the speed and profitability of your sales. And most importantly, it will increase your client satisfaction. If you […]
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In Blog Posted

There is an Art to Sales

As I talked about last time, sometimes you have to walk away from an opportunity when it is not a good fit for you and the potential client. However, there is an art to sales that should sit on top of your sales process. Sometimes, it makes sense to assemble the right team for an […]
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In Blog Posted

Right Opportunities: Be Willing to Walk Away

A few months ago, a friend from college reached out to me. He had recently joined a 40-year-old, well-established company. The company had always done well and was very profitable, but when it measured itself against its competition, they felt they could be doing even better. It was family run and the third generation was […]
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