Lead Generation, Sales Management, Sales Training
Getting to Smile and Dial mode with Contact Management System Contact Management System – My wife is one of the least organized people I know. That’s not a slam, its a fact. She and I are polar opposites in countless ways and we’ve decided...
Lead Generation, Sales Management, Sales Training
One of my favorite selling concepts is “Firing a Prospect”. Its fun to teach newbies because its so counter-intuitive to them. During a long day of “smiling and dialing” and getting your share of no’s, its nice to be the one saying NO...
Sales Management, Sales Training
The release of “ACT! and Outlook are Holding You Back” has produced a ground swell of questions! Readers want to discuss how they can apply these principals to their own businesses. It seems that the feeling of being unable to reach your full potential in...
Sales Management, Sales Training
Okay, this is just good fun stuff… See the most frequently viewed videos of 2007, as ranked by Hans Johnson.
Sales Management, Sales Training
If you sell over the phone, you know that establishing trust and rapport over the phone can be a unique challenge. When you’re not face to face, you don’t have the benefit of your winning smile, successful dress and empathetic facial...
Sales Management, Sales Training
Typical sales people are not engineers. They’re not detail oriented. They’re right brained types, creative, impulsive and extroverted. Sales people like to make things up as they go. The take it as it comes environment is what...