business coach


Channel Coach: Building Trust and Building Sales

We recently prepared and presented an advanced sales seminar which focused on trust-based selling. In selecting materials for this seminar, we highlighted results from a survey conducted by Miller Heiman that singled out lack of trust as the No. 1 reason prospects do not buy from a vendor. In fact, lack of trust was cited […]

New Telecom Agent? Heres a Map for Success

One of the most daunting challenges a person ever faces is starting their own business. U.S. Small Business Association statistics indicate that only 60 percent of new businesses get through their first two years and at least 50 percent fail within five years. Making it to five years does not guarantee success nor does it […]

Optimizing ROI Through Targeted Prospecting

As an agent, one of the most important decisions you will make is where to invest your limited resources. To receive an excellent return on your prospecting investment, it is important to spend time reviewing your available options, carefully defining your targets and deciding on the best strategy to hit your mark. Agents that choose […]

Cover Your Assets: Protecting Customer Data

Think about all the hard work you have put into building your business. All the long hours spent working the phones, sending e-mails, attending events and making sales calls. How about all the money spent for communications, postage, breakfasts, lunches and collateral materials to support your sales efforts? Finally, how about the cost to acquire […]

Channel Coach: Discounting Is a Fatal Attraction

I’m all for selling as much product as possible as quickly as possible. However, we do have a responsibility to ourselves, our customers and our stakeholders to sell our products and services at a profit. Without meeting this responsibility, we will be out of business faster than we can imagine. Why this fatal attraction with […]

Channel Coach: How to Build Your Sales Funnel

Success breeds success. Just about anyone can identify who the “Top Dog” salesperson is in their company. They often are easy to spot — just look for the person with the great smile, great car and great clothes. They probably have the biggest commission check, too. But these are the results of success, not the […]

Hiring and Supporting the Right People

We all know that one of the keys to success is hiring the right person for the job. Whether you are staffing a business, building a sales team or climbing Mt. Everest, selecting the right people greatly improves your chances for success. I just finished reading the book “Undaunted Courage” about the Lewis and Clark […]

Channel Coach: Tell Suppliers What You Want

My mom had a favorite saying: “Tell me what you want; I’m not a mind reader.” I was thinking about that statement when contemplating this month’s column, which focuses on taking the mystery out of building a relationship with a service provider. Often channel partners think simply because they have a signed agreement, their service […]

Channel Coach: Improve Your Prospects

In the late 1840s and 1850s, more than 300,000 men, women and children flocked to the Golden State in the hopes of finding gold. Today, there are as many people prospecting in the market for telecom products and services, and much like California during the Gold Rush, this market is truly ripe and ready for […]

Channel Coach: Does Your Prospect Qualify For Your Time?

Got Questions? Ask the Channel Coach.  Send your questions to  Please include your name, city, state and a phone number where you can be reached. First names and locations only will be published.  One of the most difficult challenges in building your business is deciding where best to spend your selling time. Salespeople are […]

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