by csm.admin | Jan 28, 2013 | Consultative Sales, Professional Sales Training
Sales managers, consultants and trainers were asked to list the worst mistakes new salespeople make. Here are the top 15 responses: Talking too much and not listening enough. Failure to ask good questions or phrasing them improperly. Trying to sell products or...
by csm.admin | Jan 21, 2013 | Organization Skills, Sales Motivation
Get Motivated – First let’s begin with a definition of “Motivation.” According to Webster’s New World Thesaurus, it means impel, inspire hope, stimulate, insight, spur, goad, move, induce, prompt, arouse, instigate, fire, provoke,...
by csm.admin | Jan 14, 2013 | Professional Sales Training, Sales Management
Without a well-considered strategy that takes into account the day-to-day details of territory management, sales are going to be tougher and tougher to land. Here are seven tips for becoming more effective in your territory management efforts. 1. Divide your territory...
by csm.admin | Jan 7, 2013 | Consultative Sales, Focus on Sales, Professional Sales Training
Whether it’s a formal or casual request, the key is to make your proposal stand out from all the others the prospect receives. Here are seven things you can do to make that happen. 1. Make the First Page Count The majority of sales proposals I read start with...
by csm.admin | Dec 24, 2012 | Professional Sales Training, Sales Management
Professional selling is a career to which many are drawn and few are successful. In fact, professional selling could be the most difficult profession in the world. Given that reality, let’s examine what I call the “20 Dumbest Things Salespeople Can Do To...
