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Sales & Prospecting

Help! My Prospect Went Silent On Me! - Monika DAgostino

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It happens quite a bit, especially in a consultative sales environment. You've established good rapport, it's a good fit, you've had good meetings and then nothing - just silence.
Your phone calls don't get returned, your e-mails go unanswered and then, you feel that you must have done something wrong!
Well, don't despair! It often has nothing to

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Should Your Salesperson Be Allowed To Stay On The Island? - Colleen Stanley

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Reality TV shows are quickly becoming the new source of entertainment. (Why, I have no idea.) Perhaps it's time to introduce a new show and contest: Sales Survivor. The concept would be centered on making sure only the best salespeople stay on the island because of their ability to sell and influence the right prospects at the right profit

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Promoting Salespeople To Sales Managers - The Big Corporate Mistake - Lee B. Salz

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When salespeople perform well, they are often considered for sales manager roles. In this episode of the Sales Management Minute, learn why you should never PROMOTE a salesperson to sales manager.

View Episode!

Revised: 07/17/2012 - Article Viewed 564 Times


Biography

Promoting Salespeople To Sales Managers - The Big Corporate Mistake - Lee B. Salz

Lee B. Salz is a leading sales management strategist specializing

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Pro-choice! 3 Steps To A Better Sales Process! - Monika DAgostino

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In politics a very hot topic, but here it's about giving your prospects a choice!
A choice to say "Yes" or "No" quickly and safely.

Sales is a process, especially in a consultative sales environment and it starts with choosing the right prospect.

1) First, we need to research and target a prospective client company (Is it a good fit? Is it a good use

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Sales Prospecting: How Many Times Is Too Many? - Monika DAgostino

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Very often I get the question from clients and sales people as to how many times one should reach out to a prospect before being viewed as a nuisance. The answer is often very surprising.

Until they respond!

I never, ever give up on a prospect unless they tell me to never contact them again, which happens very rarely. As you know, my word is

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