Joe runs a company with 19 salespeople, a mix of veterans and newcomers. Sales have been flat for the past 18 months even though the economy has improved. He is constantly making futile attempts to get his team to prospect more. Joe tries to show them how to sell more effectively, but they continue to fall …
Garrett Buhl Robinson is not your stereotypical salesperson. But he is one of the most effective salespeople I have ever come across.
Robinson is the author of three self-published books and, as any author will tell you, writing a book is much easier than selling a book.
My wife Karen and I caught a glimpse of Robinson as …
Successful salespeople, like successful entrepreneurs, share several strategies. I’ve noticed that people who have the ability to see what others don’t are the ones who become successful. Here’s what sales visionaries see so they can be successful in sales.
Not everyone is a prospect.
Salespeople find prospects and help them grow. Sales visionaries start with the right prospects. …
Why is it that so many B2B organisations are so unhappy with the returns on their marketing investments, with the accuracy of their sales forecasts, and with the efficiency with which they are able to convert leads into customers?
Why is it that so many sales people are so often so dissatisfied with the quality of leads …
By Neal Lappe
Is your industry really competitive? Most people responding to that question will answer affirmatively. Moreover, due to the relatively low cost of entry in the B2B services sector, competition seems to intensify constantly.
So how can you stand out from the competition and communicate to your marketplace that you have the “chops” to …
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