Setting Effective Sales Goals

Goals are arguably the most important key to success in sales. Setting goals and backing them up with a plan and a strong work ethic will give you everything you want in this industry. A study conducted on Harvard MBA graduates asked, “Have you set clear, written goals for your future and made plans to accomplish them?” Only three percent of the graduates had done this. Ten years later, that three percent was earning a combined ten times more...

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B2B Sales Dress Code for Men

As a salesman, you are the representation of your company. How you act and look while out prospecting and running appointments, is how people will picture your organization to be run. This is important because a prospect won’t want to do business with a company that doesn’t seem well put together. If you dress sharp and use your manners, you will earn more trust, respect, and sales. Suits In B2B sales it is imperative that you own and wear a...

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Don’t Talk Yourself Out of the Sale

Many new sales reps will blast prospects with information and talk until they are blue in the face. Roy Bartell said, “Most people think “selling” is the same as “talking”. But the most effective salespeople know that listening is the most important part of their job.” The best salespeople we work with are better listeners than talkers. Here are some key ways to conduct business and make sure you don’t talk yourself out of the sale. Listening...

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10 Keys to Sales Success

1. Preparation If your preparation habits are lacking, you will have a tough time being a successful salesperson. You should have a plan for every day of the work week. When Monday morning rolls around, you should know exactly what you have planned for the week. This includes, cold calls, strategic stop bys, appointments, account reviews, etc. Preparation has a direct correlation with a salesperson’s productivity. I recommend that everybody use...

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Increase Sales with Effective Time Management

We are constantly asked to do more in less time. We are asked to increase prospecting activity, increase the number of appointments we run and increase sales. Sometimes it may feel like you’re stuck between a rock and a hard place, when the hours in your workweek are always the same! These are some simple changes you can make to your daily routine to dramatically benefit your productivity.   Schedule Your Prospecting This may seem...

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