Identifying Prospects – “You’ve got to hear 5 no’s to hear 1 yes.” is a common saying in the sales game. Its also held up as one of the most challenging aspects of sales. Some people just can’t handle that kind of rejection day in and day out… The good news is that it doesn’t … Continue reading
Lead Generation
Lead generation is the life blood of any sales team. Both marketing and sales departments often are responsible for Lead Generation. Find methods to grow and manage lead generation for consistent sales growth.
Fire a Prospect
Objectives: Put the sales person in control of the process and focus time on prospects that are ready to close Change the dynamics of the relationship – Customers expect the sales person to “chase” them and they take advantage of that fact. They don’t return your calls because they know you’ll call again. This Firing … Continue reading
