Category Archives: Blog

Should Salespeople Be Empowered to Make Decisions?

  Think about this question for a bit. Does it make sense to allow salespeople to make their own decisions and, more importantly, what type of decisions should they be allowed to make? Before you rush to answer this, we have to understand the ramifications with regard to the customer, current sales, future sales, internal […]

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10 Ways to Get Past Gatekeepers When Prospecting on the Phone

  1. Call and ask for the Sales Department. Talking with salespeople can be an excellent approach. It’s amazing how one salesperson will be willing to help out another salesperson. When asking for assistance, be sure to offer to help them in finding potential leads and contacts. 2. Rather than asking the gatekeeper for the […]

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Why Salespeople Fail

  Recently I was on the phone with the president of a large company in their particular industry. The reason for the call was to discuss why salespeople fail and ultimately what can be done to minimize it. We don’t go out and hire a new salesperson expecting them to fail, but in the end, […]

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Using Data in Sales for Better Prospecting!

  ReachForce recently interviewed me on the importance of using data when prospecting to determine if you are dealing with a true prospect, or merely a suspect. I hope you will take the time to check out the full blog at this link. And for more tips on prospecting, consider Breakthrough Sales University.     Copyright 2015, […]

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Sales Motivation Video: Are You Living With Passion?

  No one can motivate you the way YOU can motivate you. Are you living your life with passion? Do not wait to fully commit yourself to a life well lived! NOW is the time. Start today to build more enthusiasm and momentum into not only your work life, but your personal life too.  You […]

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