Forrest Marketing Group has re-branded to Forrest Contact

How to Lose Clients and Intimidate People

How to Lose Clients and Intimidate peopleHow to Lose Clients and Intimidate people. I hadn’t been in a situation this uncomfortable for years. Outnumbered and they were closing in. I thought about dropping the shirt I was holding, but they were on me in a flash.   “Shall I grab that in a medium for you?” one shop assistant asked, as [...]

Why doing the right thing, in sales, is always the right thing

Why doing the right thing, in sales, is always the right thingWhy doing the right thing, in sales, is always the right thing I had a big decision to make. I was young, just starting out in my career and wanted to learn how to sell. The company I worked with had a number of salespeople, including two I got to know well. Being young, I [...]

Approaching gatekeepers in B2B selling – what not to do

Approaching gatekeepers in B2B sellingApproaching gatekeepers in B2B selling – what not to do When I saw the headline, ‘How to handle gatekeepers and reach decision-makers’, I was interested. OK, I admit it, I was excited. Yes, I thought, here’s an online article I can share with my business-to-business (B2B) sales team – tips on how to handle phone [...]

Business to business selling – It’s personal

Business to business selling – It’s personalBusiness to business selling - It's personal “I was sure it’d be a success,” one said to me. “We had everything in place. A great product. A truly unique selling proposition. We understood our prospects’ corporate requirements and purchasing processes. I don’t get why the results didn’t live up our expectations.” I have a pretty [...]

Cold calling is alive and kicking

Cold calling is alive and kicking n 1897, newspapers reported the death of the great American writer Mark Twain. Twain responded by telling journalist Shelley Fisher Fishkin that “the report is greatly exaggerated.” In recent years, a number of media commentators have reported the death of cold calling. The upsurge in social media and online [...]