During my career I have worked with thousands of talented sales professionals. Surprisingly though very few have displayed excellent preparation and research skills. Why is this? Is it because we live in a world where more and more people grave instantaneous success but lack patience or dedication to do proper preparation? For many sales professionals […]

Trying to reach a decision maker? The prospect you’re calling is not likely to be the person answering the telephone and each circumstance is different.   You don’t elaborate in order that the gatekeeper doesn’t form an opinion of you or your product and sabotage your efforts. Speaking with confidence and expectation of your desired […]

It is important to understand the difference between decision makers and influencers. Many sales professionals often confuse the two wasting valuable time and energy by pitching the wrong person. An influencer may hold a budget and in fact be able to sign a contract, however, depending on the size or nature of the proposed transaction […]

By using these eight proven B2B sales lead generation methods, you will generate more sales opportunities to turn into new business and greater sales revenue. The more you use, the more leads you will generate. Sales is a number game, the more leads you have the more chances to score.   Relationship marketing Relationship marketing […]

Once you start doing thorough research you will achieve much better results. In simple terms you have to consider research as an investment in your future prosperity. Here are some tips for researching telephone sales prospects. Visit the corporate Web site On the company’s Web site, you can find plenty about its services and products. […]

While sales is often about personality, passion and improvisation, the purpose of the sales process is to bring much-needed structure to selling a product. Sales is a process, in simple terms it is a sequence of steps, actions and skills required to take a sale from beginning to close. Each step is made up of […]