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What’s Missing From Your Sales Toolbox That’s Costing You Big Dollars?
INTRODUCTION This should not be big news: ...More and more organizations are now conducting nearly all of their sales activities virtually. Without the ability to do business as usual, i.e., face-to-face selling, how [...]
Three Proposal Mistakes Most Salespeople Make
WATCH OUT AND AVOID THESE MISTAKES WHEN CREATING AND PRESENTING SALES PROPOSALS. Proposal Mistake #1: Most salespeople are misusing the proposal Most salespeople don’t even understand what function a proposal should serve. [...]
The Proper Care and Feeding of a Salesperson
Upset that your team isn't hitting the sales goals? Regularly I find frustrated CEOs and Sales Managers bitching because their sales teams are not performing at levels of expectation. That is usually why [...]
Sales Leadership’s Third Law of Sales
For every action, there is an equal and opposite reaction. You probably remember this concept from your high school physics class, as it has been studied and analyzed since Sir Isaac Newton published [...]
25 Tips to Crush Your Sales Goals
Times Have Changed… In today’s technology-driven world, information is cheap. The Internet has changed everything for prospects. No longer do they need the big sales pitch explaining all of the features and benefits [...]
17 Surprising Stats on Sales Prospecting
Cold calling isn't as cold as it once was. Salespeople now have access to search engines and social media to research their prospects before picking up the phone. There's no excuse for a rep to [...]
How to Sell to the Four Different Personality Types
There are four personality types in the workplace. Understanding who you are selling to will make all the difference in your result. Dominance/Doer Fast-paced speech Strong personality Impatient Direct Tries [...]
How to Execute a Successful Sales Discovery Call
Time wasted on unqualified prospects adds up quickly, so it’s worth understanding how to properly execute a discovery call. Before we get into how to execute an effective discovery call, let’s answer one [...]
