A selection of the best of Dave’s Ezines from the past month.
In sales organizations, five percent of the salespeople produce 50% of the volume. The same is true of our customers – five percent of the customers produce 50% of the revenue. And industries: five percent of the companies in an industry produce 50% of...
What do we do when a customer wants to spread the business between multiple vendors, even though I know we can provide better service...
the world of the professional salesperson has become even more chaotic, more complex and more out of control. The next level of time management goes way beyond just making good decisions about sales time, In today’s chaotic world, time management has morphed into life management...
Question: How many sales calls should a salesperson make?
Answer: In about one out of every two seminars that I do, I hear this question. It springs from a manager’s concern for defining what constitutes a “good sales day.” And salespeople want to know so that they have some ammunition to fend off unreasonable expectations of their managers...
Question: I like the idea of setting goals for personal improvement, not only with my salespeople but for my own growth and development as well. Can you give me a more specific idea of what kind of goals I should be creating...
New Customers – There is a better way!
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With your business or organization in mind - are there some things you should be doing to prepare your business for life on the other side of social distancing?
From a practical point of view, periods of unemployment are a gift. They give you an opportunity to shore up, fix up, and attend to things that you have neglected for lack of time and energy....
Featured Podcast:
Successful Salesperson - Made or Born?
Are successful salespeople made or born? It is the eternal question: the sales manager’s version of nature versus nurture.
Everyone needs a bit of inspiration, education, and motivation.
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