Many people believe that the harder you work, the more you will accomplish.
The problem is: most people are working very hard, but they find they are not accomplishing as much as they’d like. 436 more words
I consult for a number of ad tech, technology and publishing companies. Most of my work is in helping them understand how to sell. I’ve found there’s a blind spot in assessing the value of sales talent and leveraging sales process. 568 more words
Training Your Sales Team
Confidence is a direct product of sales training. Building confidence is not simply a matter of providing knowledge. Sales training puts valuable tools in everyone’s hands and those tools can help build enough confidence to make an average sales rep into a top performer. 303 more words
I stand by my assertion that I’d rather teach the product to a sales pro with true sales acumen. I’d much prefer sales pros who understand selling and selling to the sort of clients we need than someone who’s strength is product knowledge only. 441 more words
Today, I’d like to talk about a business principle called “leads”.
Leads are links to potential buyers. They can be hot, warm, or cold.
A hot lead is when you cross paths with someone who is ready to buy, able to buy, and looking for exactly what you’re selling. 837 more words