As I write this, the federal government is in the process of essentially taking over the US banking system. The headlines in yesterday’s Wall Street Journal exclaimed that we are in the midst of the worst financial crisis since the 1930s. Today, MSNBC reports that Bush administration officials met with Congress last night in what […]
Continue readingSalespeople have many erroneous beliefs. One of the most pervasive and damaging beliefs they have is that they should schedule appointment with every prospect or buyer that will agree to see them. It’s this mistaken belief that causes them to run helter-skelter throughout their territory wasting hours and hours meeting with any and every potential […]
Continue readingMost salespeople think that the key to sales success is to relentlessly and persistently get in front of as many prospects as possible and to present proposals to anyone who is willing to listen. Ignorant and misguided sales managers reinforce this mindset by pressuring salespeople to give more proposals and present more solutions. This throw […]
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