Sales & Operations
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The power of appointments
The most powerful sales asset ever invented in history to date is the Outlook invitation.
Sales & Operations
Salespeople — don’t overlook the power of networking
When I founded Lee Resources, Inc., one of the most productive activities we organized were roundtables made up of non-competing building supply owners and managers.
Sales & Operations
Servant selling as a marketing tool
Here are a few of the pointers I recommend managers cover with new salespeople.
Sales & Operations
Embracing the servant sales concept
Knowledge is Power! What do you know that you could share with your prospects and in so doing earn a piece of their business?
Sales & Operations
The philosophy of servant selling
Servant selling is all about doing things for your customers and prospects that they perceive to be of value.
Sales & Operations
If quoting isn’t selling, what is?
On your first several sales calls, the objective is to earn trust and respect.
Sales & Operations
Quoting is a poor way to initiate a sales call
Pricing is one of the most complicated aspects of doing business in all parts of the world.
Sales & Operations
To a large extent, you are who you hang out with
Spend as much time as possible with people who are more successful than you are.
Sales & Operations
Nine out of 10 salespeople wing their way through sales calls, part two
To improve the quality of the questions you ask on a prospect call, it helps to do your homework.
Sales & Operations
Nine out of 10 salespeople wing their way through sales calls
I have always maintained that a salesperson’s number one goal on a prospect call is to get permission to come back.
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