The 2 data points you must have to plan your schedule The wild, wild west vs. assigned territory strategy Too many times in the last 7 years of training sales teams, I have run into the same sales productivity problems. Thought the discussion might help you on your sales productivity journey. As I call it, […]
Tis the season for following up As I write this, it’s four days before Christmas. You might think I’m going to recommend that you relax, or maybe even rejoice. Not today! Right now, I want you to Follow up. Today, I want you to make a very important step in securing more sales in the […]
Tis the season for following up As I write this, it’s four days before Christmas. You might think I’m going to recommend that you relax, or maybe even rejoice. Not today! Right now, I want you to Follow up. Listen in as we cover the Key Concepts and the 3 Levels of follow-up intensity……. and […]
Selling Myself Yourself Almost a tongue twister Remember when we had a dozen or more candidates per open territory? Today, it’s more likely that you have a dozen openings per candidate. It’s too expensive, time-consuming, and frustrating for your customers to turn over your sales team. Here’s a very important component to solving that problem […]
Selling Myself Yourself Remember when we had a dozen or more candidates per open territory? Today, it’s more likely that you have a dozen openings per candidate. It’s too expensive, time-consuming, and frustrating for your customers to turn over your sales team. Here’s a very important component to solving that problem in your business. This […]
Do you know how to calculate what you are worth to your customers? Most salespeople don’t. Listen in as I interview Dale Furtwengler to help you figure it out. In his career as a CFO and 30 years consulting with business owners and sales teams, Dale has a clear message on how you can get […]
3 and a half techniques to jumpstart you back into the selling mode after the holidays The holidays, especially Thanksgiving and Christmas pose a challenge to many salespeople. Our sales productivity drops as the festivities ramp up. First, we spend weeks building up to them. We make sure orders are entered according to production shutdowns. We […]
Now, We have our own holidays to celebrate! Recently, I saw a list of nationally “recognized days”. It was in the thousands and almost none of them involved the one skill that every person needs in their life! Selling. We are going to fix that today. It’s long overdue for professional salespeople to have their […]
The #1 problem with the explosion of CRM programs and how you can avoid it from day one If I only had a nickel for every time I was asked to “Say something about CRM in your training session.” The agribusiness industry has been inundated with CRM programs. But first, a quick definition. Last month, […]
The #1 problem with the explosion of CRM programs and how you can avoid it from day one The agribusiness industry has been inundated with CRM programs. The Problem: It starts early in the selling process. When the CRM salesperson calls on a company, they start at the highest level: CEO, CFO, or VP of […]
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