Following Up
Do you really know where you stand with the prospects in your follow-up files right now? Come on, really now? I’m not trying to make you feel bad, but my experience is that many sales reps have no clue where they are in the sales process with a majority of the...
Account Management
So you’ve beaten up pretty badly for the day. Your prospecting yielded zilch, and you’re gazing up at a quota number that seemingly appears helium-filled, floating a bit more out of your grasp every day. Scrolling through your account list, looking for a member of the...
Cold Calling
Salespeople complain they can’t get through, no one returns calls or emails, they get screened out… all true–for the salespeople who don’t have anything compelling to say. People are still buying. If you want to get more people interested, YOU...
Random Rants
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Prospecting
At a national sales meeting I did on Smart Calling prospecting for outside sales reps, Gary Farnam gave me a list of his takeaways from the session, along with some of the things he always does on his calls. Good stuff 1. After a face-to-face sales call, while...
