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When Sticking With a Deal Can Work

When Sticking With a Deal Can Work I’m a big proponent of eliminating opportunities from your pipeline. I encourage sales professionals not to fall in love with their prospects. As a matter of fact, I actually ask them to critically evaluate each prospect in each stage of the sales process. Just because a prospect is […]
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In Blog Posted

A Gift to You – from My Brother-In-Law

How we handle adversity is the measure of an individual – both personally and professionally. In many cases, in the world of small business, one bleeds into the other. It has been written over, and over, and over again: There are constant challenges in business. Being a small business owner, I get it, believe me. […]
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In Blog Posted

How to Determine Who Your Target Client Is

“We can sell to the world!” Many new business owners have uttered these very words in their excitement to start their business. They have conceived of an idea that, in their opinion, every company or consumer on the planet could potentially buy. Based on this strategy, they go out to just about anybody and sell […]
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How to Get Inside Your Prospect’s Head

Speed is the friend of Sales. There is definitely something to the idea of the “momentum of a sale.” If you let things languish too long the trail goes cold. Technology has given us some great tools for the Sales Professional. Marketing automation can, based upon your prospect’s behavior, feed them the right information at […]
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In Blog Posted

Frankness is Your Friend

I have a partner in my business. I met Rod shortly after I started my consulting firm. I was teaching a class on Presenting Your Solution and Negotiating the Close. Fast forward to a couple years later and Rod had expressed an interest in working with me. I needed the help and enjoyed his company […]
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