Everyone has a sales cycle – this is defined as the average time it takes you to identify and ignite a viable sales opportunity through to closing the sale. Taking…
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Every salesperson has a territory. Whether that “territory” is defined by geography or demography, horizontally or vertically in terms of market segmentation, or by product, sales people need to be…
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I have been prospecting for new business on a regular and consistent basis since 1985. For my team and prospecting is a way of life. We could never have developed…
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If you watch successful sales people go about their daily business activities you will notice that they lead a very disciplined life – they know what they need to do…
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Perception is reality. So what do your clients really think of you? Would you be happy with how they perceive you? Are they thinking any of the following when they…
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Prospecting is the oxygen that fuels the sales fire. It is the ignition point that allows us to get in front of prospective buyers. Great sales people like great athletes…
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Do you experience difficulties asserting yourself with others in a sales context? Is maintaining positive relationships with clients so important to you that you are concerned these relationships may be…
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A good sales proposal demonstrates real value; a quote just offers a price. Many sales people are required to produce a proposal or quote after an initial meeting with a…
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Do you leave your sales results to chance? Well you might be if you are like most businesses that are too fixated on Sales Results - the Outcomes. Managing by…
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Prospecting is considered one of the most daunting jobs in selling. Many people in sales or other roles charged with developing new business, especially with new prospects, find the task…
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