Category: Sales Management
Browse all posts in the Sales Management category. Found 256 posts in this category.
Never answer an unasked question!
I was working with one of my sales reps yesterday on a sales opportunity. Very common situation, very common mistake, very expensive! The client is...
Sales people don’t have to be scary!
Happy Halloween! Something you might enjoy on “the day of the dead”… Most people have a pretty negative connotation about sales people. They think of...
Simple steps to identifying prospects that will buy
Identifying Prospects – “You’ve got to hear 5 no’s to hear 1 yes.” is a common saying in the sales game. Its also held up...
Fire a Prospect
Objectives: Put the sales person in control of the process and focus time on prospects that are ready to close Change the dynamics of the...