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The Three Warning Signs Of Not Doing Enough Prospecting

Almost any salesperson can improve their results by doing more prospecting. When an salesperson is brand new in the business, often prospecting takes up a large part of their time because they really have no active transactions they’re working on. […]

By |2020-06-25T18:52:38-07:00October 4th, 2013|Cold Calling|

Characteristics Of A True Sales Leader

In the average sales organization, successful sales reps get promoted to managers. These “new” sales managers are suddenly tasked with leadership and training. In these situations, there is one common liability. The salesperson’s biggest strength now becomes the sales manager’s […]

By |2020-06-25T18:52:38-07:00July 23rd, 2013|Self Management|

Price-Value Matrix – A Cool Tool For Finding Your Just Right Pricing Strategy

While developing your pricing strategy, it is important to remember that there is an implicit relationship between price and value. We expect to pay more for gourmet food than for fast food and for a luxury car than for an […]

By |2020-06-25T18:52:38-07:00June 4th, 2013|Advertising & Marketing|