Sales Basics

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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

The 4th Quarter and Beyond

It’s here folks, do-or-die time for those on the calendar sales cycle! Are you ready? Right about now people up and down a sales organization’s chain are either confident or extremely worried about the approaching end of quarter (EOQ). No doubt, it has been a tough, tough year and it isn’t over yet, so don’t […]

Sales Advice, Sales Basics, Sales Tips

So You Wanna Be the CEO?

CEO’s have a tremendous burden in that they must not only perform, they must often outperform. They fail not for the lack of planning, strategy or the lack of a long-term vision, rather because of a simply task, Execution. Too often we (salespeople and alike) act as though our tasks and daily routines are insignificant. […]

Sales Advice, Sales Basics, Sales Tips

Down the Sales 101 Trail- Part 2

This is the last half of Down the Sales 101 Trail. I hope this helps accelerate your close ratio. This is going to be a ONE topic discussion, so let’s get with it! THE GAME PLAN A Must Have I can’t emphasize enough how important having a game plan is. Seasoned sales professional or just […]

Sales Basics

5 Sales Tips to Practice Daily

Five different, but important tasks you can do Monday through Friday and watch how they begin to help. Stop the insanity– break the cycle and try something new everyday by Getting out of your comfort zone without losing control. Start small, and as your comfort level rises keep expanding outside of your comfort zone. Do […]

Sales Basics, Sales Tips