Mike: Thanks for your question. The length of time in each step depends on the nature of what you're selling and who you're selling it to. However, the Apply step is all about demonstrating your solution and the Convince step is providing third-party corroboration for your claims. You should only move to the Convince Step AFTER you've fully

I've said it here before, and I'll say it again... Bill Cates has some great stuff on referral marketing. I can't recommend him enough.

JMartinez, your co-worker was dead-on. One of my mentors once told me, "The only things we really have in this business are our reputations. At the end of the day, that's our stock-and-trade. It's up to us to keep them squeaky clean."

You asked a question I struggled with a few years back. Here are my thoughts from what I've done to address it over the past few years... In my experience, people are simply looking for proof that their vendor (salesperson, contact, provider...) is an expert in whatever they proffer. Sending unsolicited letters doesn't necessarily help you rise

I do need a hybrid... That's a good call about WebEx. I need to do more of that. I can sometimes be accused of avoiding technology. If I don't get more comfortable with it, I'm liable to get left behind...you've presented a classic example of my chief foible. Thanks...

My strategy is to balance the two. I'm always hunting for the big hits, but I can't forget about the smaller ones. I'm not sure how, but I bet the 80-20 rule plays in here some way. 80% of my time is spent with 20% of my clients? Anyone have anything on that?

This makes me wonder . . . Is it possible to manage a sales team without having sales experience? Is credibility the issue?

What do you do about the rising cost of fuel???? I know a lot of salespeople who drive within a territory and have to pay for their own gas. That cuts into commission. Any thoughts?

I agree with you, Dwight...if you've got a source of leads you should protect it like a goldminer defends his strike.

Luck is the residue of design. -Unknown