We have ALL heard this term, but what does it mean to you? The "official" definition is: the action or process of interacting with others to exchange information and develop professional or social contacts. In sales, it is how you cultivate relationships in order to...

This weeks word is more of a slang sales term, but still one you will likely hear around, so it needs to be covered.  Sandbagging is the act on holding off on closing active deals (mainly toward month end) once you have hit your numbers for the month so that you can...

In today's digital world, people are overwhelmed with email and do not mind getting the occasional piece of direct mail advertising. It comes as a welcomed change of pace. Direct Mail is a piece of mail, newsletter, postcard, flat promotional product that you send via...

Today's word is one that goes along with one of my 8 C's, Clarity to be specific. Buyer Persona is a profile you create of your ideal customer. This profile is created based on your niche, combined with information about your existing customers. Once you have this...

I hope you are having a productive start to your week. Tackle the big projects today and set yourself up for success for the rest of the week. Remember to get your networking in though, the people you meet out there can become huge advocates for your business. This...

This week's word is one we can all hope to land one day, it is the great sought after client. A whale is a prospect that has potential to bring large monetary gain to a company. Whales are rare, and hard to pin down, and the decision makers generally have many strong...

This week's word is probably the first word I should have covered this year, but better late than never. Everyone does this, sometimes mindfully and sometimes without realizing it, but it is always one of the first steps in your sales process. This is one of the first...

I hope you had a restful weekend and your day has been productive, I know we are all full steam ahead at the Jorgie Inc headquarters. Today's term is one that I have noticed over the years people have a negative association with. It doesn't have to be that way, this...

This week's term is one I am asked about frequently. People are never sure if taking a draw is right for them, and honestly there is no black and white answer as everyone's situation is different. Being in sales however, this is something you may eventually need to...

As we head into this next week, take some time to reflect on the goals you accomplished last week, and how you can build upon them. Small actions done one upon another can produce amazing results. If you are looking for some reading materials, 2 books I recommend are...