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Newsletter Archive
Abundance and Optimism
Each spring we take a good look at the state of our motivation. How are we feeling about ourselves and the business climate right now? Scarcity and Fear are in the news and we are bombarded with these [...]
Appointments = Receivables & Youth Proposal to Appointment Ratio
We recently completed a study for several agency clients and have concluded again that the single most important factor that will lead to success in sales is NEW BUSINESS APPOINTMENTS [...]
Calendar Management
Congratulations! We're recommending that we all take a vacation from being in the sales business – we are now in the calendar management business [...]
Energy
This month we wanted to share an article publishedin one of our favorite magazines - Selling Power. The author, Kim Wright Wiley, offers a number of ideas on energ [...]
The Ever Widening Spiral of Contacts
We have a prediction here at Redmond Group -- we're planning an "End of the Recession" party for June 2009 -- stay tuned; if we're still in a recession, we'll have a virtual party over the web [...]
Goal Diffusion
We've noticed a pattern in our newsletters, at the conclusion of each year; we have focused on Goal Diffusion. This year is no different and, in fact, there is even more urgency with this topic [...]
Goal Diffusion (2011)
As spring finally arrives, our next newsletter series will be focused on Call and Contact Reluctance – why you won’t do what you know you’re supposed to do. [...]
Goal Diffusion (2013)
This is a career threatening condition that results in goal suppression and physical burn out – other than that, you’re fine. [...]
Goal Setting - NOT!
As promised, our topic for this month is “How to Overcome Why You Won’t Set Goals!”. [...]
How To Get An Order
When working with individuals and local or national sales teams, we recommend the following steps when qualifying prospects. You may need to modify the concepts to better fit your specific industry and [...]
How To Make An Appointment - Part 1 of 2 [...]
How To Make An Appointment - Part 2 of 2 [...]
Is It Sales?
In the early career of one salesman we know, he was criticized for not generating enough sales activity. [...]
Leading Indicators
In all businesses, large and small, new and old, there are leading indicators of success (and failure) - a factor or two that can be used to predict future results [...]
Leading Sales Indicators
In all businesses, large and small, new and old, there are leading indicators of success (and failure) - a factor or two that can be used to predict future results [...]
Lost & Unsuccessful
Welcome to a change in the insurance market. After months of hesitation, we’ve finally said it. It looks like the years of falling property and casualty prices may have actually bottomed out and are on the rise in [...]
Overcoming Objections
Objections are a natural part of the sales process
- They only occur 100% of the time
- And only at the beginning, middle and end of the sales cycle.[...]
Power Hours
Before we go further, if you have not read Seth Godin's Linchpin; Are You Indispensible? go for it! Insightful, energizing and inspirational[...]
Prospects Delay Decisions
Prospects delay their buying decisions – a natural law? It happens just about 100% of the time. We really wish things were different but in our experience, the sales process gets stalled for a variety of reasons [...]
Recommended Reading
Our typical newsletter theme is to offer our best recommendations on how to bring new business in the door. [...]
Referral Harvesting
In our constant search for the easy way to sell (there is no easy way but we continue to look), one consistent factor is that the most successful sales organizations are aware [...]
Role Rejection And Referral Aversion
Over the past couple of months, we’ve been focusing on various aspects of Call and Contact Reluctance. [...]
Second Place
One of the characteristics almost universally shared amongst our newsletter subscribers is that you don't lose well! We think of this characteristic as a quality worth having [...]
Summertime
The Top 10 True / False Thoughts for Summertime Prospecting [...]
Top Ten Ways to Overcome a Sales Slump
We had some fun in checking the Merriam-Webster On-line Dictionary for a definition of a slump. First of all, the word entered regular English usage in 1887 [...]
Top Ten Sales Process Breakdowns
One of our missions is to keep our newsletters upbeat, so here’s an attempt with what can be a difficult message. [...]
Voice Mail
During our Advanced Sales workshops, we typically field questions regarding voice mails. Should we leave a voice mail? What is the best message to leave? How long or short should our message be? [...]Yielder And Over-Preparer
As mentioned last month, the next few newsletters will be focused on various aspects of Call and Contact Reluctance. What blocks us from making outbound contacts to either prospects or clients?[...]2011 Reflections
How does one write an upbeat “Welcome to the New Year” sales newsletter in light of the difficulties we’ve experienced? [...]
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