by csm.admin | Feb 11, 2013 | Organization Skills, Professional Sales Training
Dealing with independent sales reps has very large benefits. Independent reps can increase sales of your lines by giving them exposure to markets they might not see otherwise, and they can easily and quickly sell lines to customers with whom they have existing...
by csm.admin | Feb 4, 2013 | Consultative Sales, Professional Sales Training
You think you’ve heard it all – but customers aren’t telling you what they really think. Knowing what customers think about themselves, your company, contact center and overall customer service can help you serve them better. But many customers don’t say flat-out what...
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 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...
