In teaching telephone techniques to salespeople and sales managers, I'm always amazed at how many misunderstand the value of incoming calls to the business. Salespeople many times don't treat them as a true lead. This misjudgment is costing the salesperson and the business thousands of dollars … [Read more...] about How to Handle Incoming Sales Calls
Sales Management
9 Tips on Handling Incoming Sales Calls
The radio newspaper was invented in 1939. The idea was that a radio transmission would transfer the newspaper to the device in your home, which would then print it out on a nine-foot role of paper, which could then be cut or folded. Each page would take 15 minutes to transmit, which seems slow in … [Read more...] about 9 Tips on Handling Incoming Sales Calls
Relationship Selling Metrics: Closing Ratio
There are many variables to discussing closing ratios for a sales person and a sales team. The type of product or service being sold, the customers buying cycles and personality type. If you only have twenty customers vs. hundred or a thousand that makes a difference. Even though there are … [Read more...] about Relationship Selling Metrics: Closing Ratio
Celebrating Mistakes – Are You Valuable Assets?
I could easily mention Ken Maxwell, Anthony Robbins, Tom Peters and a host of other influential people who inspire us through their presentations about how to unleash the creativity of people. It is a significant topic that deserves attention. Peter Drucker was one of the most profound management … [Read more...] about Celebrating Mistakes – Are You Valuable Assets?