Archive for the ‘Sales call planning’ Category
Thoughtful Thursdays – That’s a good question!
Are there questions you expect a prospect or customer to ask, but fear hearing? Don’t be shy, this is a common barrier that many sales people face. The fear can even become a reason for not… Read More
Thoughtful Thursdays – Only 5 percent?
It doesn’t sound like much, but let’s think about 5% from a different point of view. What if you had the opportunity to increase your number of selling days by ten? That represents 2 incremental weeks if… Read More
Thoughtful Thursdays – Time to do the math
It is amazing how quickly time seems to pass. We are now setting up to close out the calendar year and looking into the crystal ball for signs for achieving 2013 forecasts. By the way,… Read More
Thoughtful Thursdays – Finding the elusive prospect
A common obstacle to sales is encountered in the earliest stages of the sales process. Planning has enabled the sales force to identify who to make contact with, but prospects appear to have the uncanny… Read More
Thougthful Thursdays – Getting in the door
A common obstacle faced by sales representatives is getting their foot in the door of a prospect. I encounter it myself, but far less frequently now then in the past. To what do I attribute the higher… Read More