Sales Advice

0

How to Build a Sales Pipeline

I was asked this question recently and thought I would try to answer in this post.  As simple and easy as it sounds, some intricacies need to be worked out before you ever begin.  My last article, “Cold Calling is Dead-Or Is It?” addresses an old method of simply picking up the phone and dialing.  […]

Leads, Sales Advice, Sales Basics

Cold Calling is Dead-Or is it?

Cold Calling is NOT DEAD, but cold calling to decision makers IS! In fact, it has been for a very long time.  So why are companies refusing to acknowledge the fact?   At one time, it was an effective tool and therefore carried over as a tool into today’s business environment.  The problem is, businesses are […]

Sales Advice, Sales Tips

Is Your Sales Forecast Inaccurate?

A few years back, I worked for a company that spent more money, time, and effort on sales forecast accuracy than what most companies pay in corporate taxes.  There was a complete department that had 3 permanent employees and at any given time 2 temporaries.  Why the expense?  While most would say spending this amount […]

Experience, Sales Advice, Uncategorized

Sales Talent- The Horn of Plenty

Be afraid, be very afraid of what you wish for.  Ok, perhaps a little melodramatic, but seriously, as the economy begins to pick up so will the inevitable hiring.  This is where caution needs to be exercised.  I see planning taking place in all industries and in all different sizes of companies.  This planning is […]

Experience, Hiring, Sales Advice, Sales Tips

Getting Past the Gatekeepers

Gatekeepers: Every organization has them, though that is not their primary purpose.  They can be the scourge of the planet or your best friend.  Which would you prefer?  Regardless of what a sales manager says or expects, it isn’t always possible to call the decision maker direct.  That doesn’t mean you will never talk to […]

Experience, Sales Advice