Category Archives: Uncategorized

Background: many times, joint calls become a “circus show” of show and tell; or someone trying to dominate the conversation. Some reasons typical joint calls end in confusion are: No pre-meeting plan Uncertainty of each person’s role & responsibility (sales … Continue reading →

Time management is an essential skill, and hour blocking is a powerful way to master this skill.You can use it to block off hours in your schedule and get more things finished. It enables you to take control of sales … Continue reading →

BEFORE YOUR TEAM SPENDS TOO MUCH WASTED TIME…..Are they “real” and are they moving forward…..do you know….do your sales people know?  How do they know? Here are a few fail-safe tactics:

It is Too expensive 1.      As compared to? 2.      How do you mean? 3.      In relation to? 4.      Tell me why do you say that?

***We asked our intern, since he is returning to school soon, to summarize one characteristic or quality that he learned during his summer here at our sales consulting firm*** “I’ll Do Whatever It Takes! As Long as It’s Convenient for … Continue reading →

Why do deals “get stuck or stalled” and what should you do to get them moving? The real question is: Where in the process do they get “stuck” and “why” do the get stuck or stalled? Do we understand their … Continue reading →

Where are you in the Decision Process?” Too often sales people want to “rush” thru the “process” without understanding the prospects “Decision Making Process.” They want to believe that “magically” that if they produce a quote or proposal, that the document … Continue reading →

Time Management: The Key to Improving Sales Productivity Time management is an OXYMORON. You cannot manage time, but you can manage YOURSELF through a disciplined process of maximizing your time by prioritizing activities which will help you achieve…your sales goals. … Continue reading →