Ask any successful salesperson about their early days of prospecting, and you’ll almost feel their armpits itch with anxiety and dread. The real truth is that most prospecting methods fail yet most prospectors rush out and make the same mistakes time and again. Learn new skills and obtain the most valuable tool in a seller’s […]
Continue readingIf you ask the average person to describe salespeople, you’ll hear words like pushy, manipulative, slick, self-serving, phony, and a list of other things no mother wants her child to be. For as long as most of us can remember, the sales profession has been the butt of jokes. That’s a shame when you consider […]
Continue readingMany of the world’s best sales forces are the best because they have developed and use a systematic sales process. Having a map of the things that have to happen before a sale can be made provides a framework for sales planning and activity, reduces mistakes, and shortens new hire ramp-up time. However, what is […]
Continue reading