Joint Sales Calls

Joint Sales Calls

One of the fundamental principles that I’ve held to for my career in sales is this: One of the best things a sales manager can do is make joint sales calls with his/her sales people. While I continue to believe that, I received an email from an Ezine subscriber some...
5 Sales Strategies to Develop Accounts

5 Sales Strategies to Develop Accounts

Salespeople are most successful when they use proven sales strategies to develop accounts. It makes sense. Rarely will you make one sales call on someone and then never see them again. More likely, you will come to know these customers. You can’t expect to sell...
Attitudes and Actions

Attitudes and Actions

Confidence – an attitude – is down, so sales are down. When confidence is up, sales follow. The principle at work here is this: Our actions follow our attitudes. The relationship between actions and attitudes is so close, that the two go hand-in-hand, and our actions...
5 Ways to See a Prospect

5 Ways to See a Prospect

Question and Answer: Dave, I’ve tried for months to see a prospect account, but can’t get them to return my calls. When is it best to just give up? There is a question we have all asked at one time or another.  As usual, there is no simple answer.  Let’s explore this....
I’m too busy to …

I’m too busy to …

How many times have you said that?  It’s a very common response to almost every request.  Unthinkingly, rather than think about the request, we default to blaming our busy schedule. I can understand.  You are not alone.  Almost every businessperson today has too much...
Creating Long-Term Goals

Creating Long-Term Goals

One of the habits often practiced by highly successful people is the habit of regular goal setting. There is a reason for that. Goals compel you to work with discipline and concentration rather than going about your job mindlessly and routinely. Goal setting is a...