Is Your Sales Objective Valid? In our last post we discussed the common mistake many salespeople make confusing Sales Objectives with Call Objectives. It is common for people to be confused about their ultimate goal and the goal of their most immediate next step. By...
How Much Can You Accomplish on a Single Sales Call? Not long ago I had the pleasure of doing a ride-along where I accompanied a new rep on his meetings for the day. As a manager and coach ride-alongs can be one of the most productive uses of your time because they...
Are You Planning To Fail? Take five opportunities that you are currently working, and quickly answer this question for each one, “Why are you engaging this prospect at this time?” Now take your next five appointments and answer this question, “What is my...
