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archives

Sales Coaching

This category contains 18 posts

Happy Thanksgiving

Territory Management

How to Structure and work your Sales Territory Continue reading

Simply Powerful

Digital or Printed Sales Sheets

Which should you use sales calls…printed sales sheets or digital copies that you email? Both…of course! It is more practical and faster to use a printed sheet during a presentation. You can point to features on the sheet, highlight salient points, and leave it with them. Besides, many buyers are tactical and prefer something they … Continue reading

Doing What I Do

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A Less Chilly Cold Call: Pre-call Planning Research

Early in my sales career, I heard from most everyone, that a salesperson needed to make lots of cold calls. The more calls the better! The procedure was simple. Just drive down the street and find a business that could be a potential customer. Go inside the business and ask the first person you see, … Continue reading

Getting Started in Sales

Welcome to the Sales World! Being new in sales is exciting and challenging all at the same time. It is a little like being in Starfleet and a crew member on the USS Enterprise… exploring brave new worlds where YOU have never gone before. Fortunately, others HAVE gone there! Me for example. Continue reading

Sales Training and Sales Coaching

I am happy to provide some on-going insight that I trust will benefit salespeople and sales management from a very practical, hands-on, perspective. I have spent many years selling and teaching others how to sell. We are blessed to live in a world where resources are available to us that will increase our value to … Continue reading