The opening minutes of any sales call are vital. You must remember that rapport is built immediately so how you sound is important. Everyone makes decisions about who they are talking to in seconds.

To put it mildly most companies sales forecasting just isn’t delivering, a staggering 90% of the deals do not close as forecasted even when the close probability is 75% or over.

We do almost anything to avoid the humiliation. And even when there’s no alternative – when we know we just have to kneel before the one we have wronged and admit our shortcoming – we still try to weasel our way out of making a full-on apology.

Being able to describe your company as ‘award winning’ is a great way to grab people’s attention, boost your reputation and attract new business.

If your content is off the mark or not going to the right people, at best, it’s a waste of time for everyone and, at worst, you likely to be thought of as a spammer.