The Elements of a Solid Sales and Marketing Foundation

Articles by Lenann

Articles written by Lenann McGookey Gardner are available for print and online publication. To request usage permission, contact 505.828.1788 or email .(JavaScript must be enabled to view this email address).

End Sales Slumps!
I’m Not a Salesman… Or Am I? 10 Tips for Maintaining Your Professional Image While Selling
The Two Biggest Obstacles to Business Development Success, and Five Actions You Can Take Now to Grow
The Issue of Ego in Selling
Quick Thought: Do Your Emails Sell?
Quick Thought: Are Your Letter Templates Doing a Strong Sales Job for You?
Quick Thought: What Can You Do to Enhance the Sales Results of Your Most Experienced People?
Quick Thought: Is CLOSING Your Sales Team’s Biggest Challenge?

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Reaching for Better Leadership Qualities? Take This Quiz on Executive Coaching!
Marketing Mistake: Missing a Positioning Statement
Got Sales? Manage for Results
How One Advisor is Succeeding in a Struggling Economy

“Ask more questions!” writes Charles Green in Trust Based Selling. Some ideas: 1. “How is this prospect’s business organized differently from its chief competitors? 2. Where did your prospect grow up? 3. What’s the biggest threat to your prospect’s business? 4. Is your prospect’s product or service the highest or lowest priced in the industry? 5. When was the last time your prospect significantly altered their main product?” For more ideas about meaty questions that will help you close more business, click here.

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