Tag Archives: salespeople
3 Tips for Better Cold Calling
As a sales force development consultant, I have worked with sales teams of all shapes, sizes and industries. Every team thinks they are “different” when it comes to their product and how it should be sold. And while I often …
Why Phone Calls Are Better Sales Techniques Than Handshakes
Some salespeople swear by networking. They hang their hat on it as their primary sales technique. They go to every networking event they can find hoping to run into a few key decision-makers. Here’s the scenario: They attend an event …
Achieving Your Sales Plan
As a CEO, if it is your goal to achieve your sales plan and make your sales plan more predictable and easier to achieve, then here are 12 questions you need to ask yourself: 1. Who are the ideal customers …
Face-Time or Phone-Time To Fill Your Sales Pipeline?
By Howard Shore Two major mistakes people are making with networking: Too much time is allocated to networking. No more than 10% of a salesperson’s time should be spent on networking. If you are in professional services and have to …
Optimizing Sales Force – Two Most Common Mistakes
There are two common mistakes companies make that cause them not to optimize their sales force. The first is self-diagnosis. Companies hire consultants to be their experts to help them improve their sales force, but have already decided what needs …
