Forget Doing Quotes. Create Personalized Proposals To Win More Sales

Prospecting, Uncategorized

I often see sales reps who are "quoting machines." At every opportunity they prepare price quotes for prospects, thinking that they have hot opportunities. Actually what they are doing is positioning themselves as a common vendor that is selling on price,...

Heel USA Sales Reps

Photos of Training Clients

Last Thursday and Friday I worked with the sales pros at Heel USA, a company that sell homeopathic (natural) medications. Their flagship product is Traumeel, the number one natural pain reliever. On the left is the Practitioner group, selling to doctors, and on the...

Sales Compensation Calculator for Smaller Businesses

Resources I Recommend

I don’t get involved with most sales management issues since…well, I don’t know enough about them to be able to advise others. That’s why I frequently pass along resources when they appear to be worthwhile. Since figuring sales compensation is...

Art’s Reality Sales Show

Questioning

For the past 10 years or so, there have been plenty of reality TV shows. They’re cheaper to produce for networks, and attract big audiences. Most are horrible, but that’s another story. If I were doing a reality show for salespeople, I would loosely base...

Maui Jim International Sales Conference

Photos of Training Clients

It was cold and snowing outside, but tropical inside at the Maui Jim International Sales Conference in Peoria, IL, last Friday and Saturday. My first presentation was a general session to over 350 sales pros and other associaties on Taking Your Sales, and Yourself, to...