Training Important vs. Effective Training is an intrecle and ongoing part of sales force development. Not only initial product training but ongoing sales process training to include; prospecting, calling at the top of an organization, closing and the activities it takes to get there consistently. Training “To have growth
What if the bottom quarter of your sales team could produce as much or more revenue than the top quarter? What would that do for your company? What would happen if you replaced the bottom quarter of your sales team with “A” players that get consistent over the top results? When I talk
When it comes to selling, using strategies and tactics to get the job done, there are few who consciously think about the ethics in the way they sell. Ethics in selling will help the organization build a good reputation and consolidate its position in the market. Ethics are learned and they can make a
It’s about the process Ryan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and gotten behind on work that he needed to finish before the end of the day. He then got a call from Wayne, a prospect who introduced himself by saying: “I’ve
What’s the new normal when it comes to developing business? This is not the old ‘ask a few questions, give your features and benefits and trial close’. The 70s wants their slick sales guy back. Today you need to be smart, curious and a true consultant to sell. Here are a few things that
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href=”https://www.schulzbusiness.com/wp-content/uploads/2016/01/sales-goals.jpg”> Well I did it. I did the “It’s the first of the year and I have put weight loss on my resolution list” thing. Actually I don’t make resolutions but I did set a goal to get healthy. I have committed to eating properly, exercising and stop using the excuse of my travel schedule.
Sales Funnel The sales funnel has become very interesting because it is very loosely defined. I have clients that tell me that have “about 20 people in their funnel” which to them means they have tried to reach them. I have others that put someone in their funnel when they have spoken to them once