Back to basics (part 1 of 2)

I had a typical start in sales. On the first day of my first sales job, I was: shown my desk and my phone introduced to the person to whom I should give my completed order forms handed a catalog of products given a list of crappy clients from the just-fired salesperson who left the…

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Strategy Versus Execution

It is that time of year again. After the holiday buzz wears off, many people look ahead to the New Year and vow to make it a better one. Some of these resolutions will be personal, and some professional. Many of these resolutions will not make it past Valentines day. Many won’t make it past…

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How to incorporate a new sales strategy into an already busy schedule

In my book, “Mastering Your Sales Process”, I suggest a new way to structure and execute the sales process towards the goals of increase efficiency and effectiveness. This includes new ways of generating leads, specific time commitments and methods for prospecting, new methods for qualification, needs analysis, proposal writing, objections and closing. One of the…

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