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Today's Challenges in Managing the Selling Cycle

It's every salesperson's aim to reduce the selling cycle so in turn more business is generated. However, the selling cycle can slow down and even stall when:* The client hadn't dealt with your company and is unfamiliar with your products or services* A major decision is required that will require a large financial commitment and other resources* Cross... read more...

Why Education Is Still Important in Leveraged Sales

Leveraged sales are a means, not the ends to your educating your prospects are still the primary goal. The more informed they are, they can make wiser decisions. While sensationalism sells, it will bite you in the end. However true stories can be quite educational and entertaining as well. As you consider your next move, remember that your secondary offers... read more...

Creating a Targeted Prospecting Strategy

Creating a targeted prospecting strategy is the biggest prospecting problem facing sales people from the recent 2017 survey by the Richardson Co. The survey was broken into 6 categories; Prospecting, Negotiating, Closing, Buyer's Decisions, Productivity, and Team Selling and I commend them for their research and efforts.Over the next several articles, I will... read more...

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