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 readingAccording to Dave Kurlan, author of Mindless Selling and developer of the Dave Kurlan Sales Profile, there are five major weaknesses that impact success in selling. The most powerful of those is Buy Cycle. According to Kurlan, “Buy Cycle refers to the process by which salespeople make purchases for themselves. Because salespeople use the same […]
Continue readingA large majority of salespeople struggle to get in front of enough prospects to keep their pipeline full. As a result, they feel desperate, have a difficult time dealing with rejection, and often avoid asking the tough questions to find out if they really should be spending their time with someone. This leads to a […]
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