On Accelerate! Now: Episode 137 with Dave Sanderson. The Life Lessons, and Sales Lessons, I Learned from Surviving US Airways Flight 1549.

Dave Sanderson was a salesperson on a normal business trip to visit customers when he boarded US Airways Flight 1549. He was also the last passenger off the plane as it floated,¬†partially submerged and taking on freezing water, in middle of the Hudson River. Dave is an inspirational speaker, author, and survivor. He is the author of Brace for Impact …

Value-based Persistence: Turning “We’re Not Interested” Into a Prospect

Prospects have no use for persistence without value. In my previous post, I described the questions that you need to answer in order to give yourself permission to enroll a potential prospect in a Value-Based Persistence (VBP) campaign. Persistence is a great characteristic to have if you are a salesperson. But, persistence in itself has no value to your customers, …