Ride Along Evaluation Form
We have had many requests for a ride-along evaluation form. You can download one here courtesy of Sales Benchmark Index. ride-along-evaluation-form
7 Simple Voicemail Tips
If you have struggled with the effectiveness of your voicemails, follow these 7 tips for improved performance: Use the three strike method Most sales professionals would agree that leaving a voicemail only alerts the prospect to your “salesperson” status. The first...
Prospect Speak
Prospects say some crazy things. Many times we hear the words the prospect speaks, but the meaning to the prospect is entirely different. Here are a few funny examples of what the prospect actually says and what they really mean: Can you send me some information: I...
What is a Quality Prospect?
Many sales reps jump up and down when they land a new “prospect.” However, many a sales manager has been frustrated a month later to find that the “prospect” was only a suspect. One of my old bosses developed the list below as a filter before a...Recent Posts
Phantom costs could be killing your profits
I love a good bargain as much as the next person, but I learned a valuable lesson about phantom costs. That is, those costs that don’t show up on your income statement but drain profits. Everyone has heard the saying “good things are cheap, and she things are good,” however, we tend to forget it... Read more →
What is the upside to having a Proven Repeatable Sales Process?
A few years back, I was hired by a manufacturing company who was doing 7-8 million dollars in sales per years. They had been in business about 20 years and had experienced a few growth spurts, but were now in a stagnant position the past few years They were struggling to hit the next level. ... Read more →