To improve the quality of the questions you ask on a prospect call, it helps to do your homework.
I have always maintained that a salesperson’s number one goal on a prospect call is to get permission to come back.
The number one reason key people leave one company for the next is because they believe management doesn’t appreciate them.
The number of customers you can effectively manage has a lot to do with the level of service your customers require.
When you analyze which aspects of your job consume the most time, the list is long; but servicing your customers is usually the most time consuming of all.
The way your competitors go to market and the way your salespeople respond to your competitors’ pricing tactics have a lot to do with both the sales and the gross margin your salespeople can achieve.
The classic professional manager is less and less willing to relocate when an owner or an industry recruiter comes calling.