As I walked the floor at ISC West this year, I was amazed at the amount of money spent by companies promoting themselves at the show. Here was a huge problem, though. Everybody looks and sounds the same. It’s nearly impossible to differentiate one product from another or one company from another.
Now think about how things are in your local market.
I’ve never met a salesperson who enjoyed prospecting. I have, though, known many that were good at it. The good ones were always the highest earners. Let’s face it. If you are in sales, you must prospect for new business. And although it may not be fun, I’m going to give you some ways to make easier. Here are six of my favorites.
Too many company owners I encounter build their website, put it online and then hope and pray that it works. They buy some ad space, do some marketing and wonder if it works. They don't hold these things accountable for producing profit. They never test to find out what works best.
f you don’t leave a well-planned and well-crafted voicemail, well, you can count on not getting any response at all. Here are some tips for leaving a good voicemail.
You can work hard. You can be a star at prospecting and qualifying. You can design the best security systems known to modern man. But if you can’t close a deal, you’re going to starve.
The new year signifies a new beginning, so new resolutions, new goals and new directions fuel your thoughts. Here are 11 New Year’s resolutions for salespeople.
Getting your new sales reps up to speed quickly is a priority for all organizations. It can be hard to be patient and acknowledge the time commitment that can take.
You probably use email every day to communicate with prospects and customers. How well you use email may often determine the size of your commission check.