Author Archive

Use Prospecting to Target Your Cold Calls More Effectively Let’s just face it. As a sales professional, cold calling probably isn’t your favorite thing to do. It’s something that you do because you absolutely need to in order to keep your business running smoothly. You probably run through your list of potential clients as quickly...
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The most common objection that you will come across in any sales deal is pricing. The prospect will always, without exception, attempt to bring your price down. Your job, as a top salesperson is to find out why the prospect is objecting to the price. Once you have this information, you will gain the...
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Customers Who Don’t Know What’s Good for Themselves? You are an expert complex sales professional and you know how to use prospecting to your advantage. Before you even make a cold call you have already done solid research on your client and are ready to deliver to them multiple reasons why your solution can benefit...
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To Meet or Not To Meet? Salespeople are generally award based on the amount of revenue they are able to bring in. For this reason, it is in the best interests of sales professionals to only be engaged in activities that further this goal. Unfortunately however, things don’t always work this way. Sometimes, salespeople...
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Attention Sales Managers: No One Person Can Save Your Organization! Like all people, sales managers are often susceptible to the lure of universal solutions. One of the most common of these false solutions is the “God’s Gift” syndrome. If you are a sales manager, this is the type of thing that you want to avoid. If...
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You are an expert complex sales professional and you know how to use prospecting to your advantage. Before you even make a cold call you have already done solid research on your client and are ready to deliver to them multiple reasons why your product can benefit them. You know exactly how you can...
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Mike and I are working on a series for the SalesRoundup Podcast titled “A Sales Territory Turnaround Plan.” The Show targets both new hire and existing Sales people. For the new hire we are discussing the on boarding process in the first 90 days and for the existing sales rep we cover techniques on...
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While interviewing is by no means the only part of the job seeking process, it is often the final hoop that you must jump through before landing that perfect sales position. By the time you are ready to sit down for an interview, you have hopefully already looked carefully at several potential job opportunities,...
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A Few Helpful Notes for the Restless Job Seeker It is well known that today’s economy is in a difficult position. However, what many people may not have noticed is that certain sectors seem to be showing signs of life, even despite this hardship. In sales, for example, recruiters have not ceased to scout for...
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Sales Chess Versus Sales Checkers What’s the difference between chess and checkers? Checkers is basically a game of reaction. Your opponent makes a move, and you react in the best way that you know how. Chess players on the other hand, plan their moves way ahead of time. The best chess players will already know...
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