Prospects vs. Suspects

by | Dec 27, 2018 | Prospecting

Before we look into the dilemma of prospects vs. suspects, let me introduce the post with this. One morning the manager strolled into the sales room and just stood there with his arms crossed. One by one the reps began to take notice of him resulting in all of them...

Believe!

by | Dec 17, 2018 | Prospecting

Every year about this same time, participants of my coaching practice and subscribers of our newsletter read my pleadings about the importance of self-generating their own sales leads. Here’s the Outline I first write and lecture about determining for yourself what...

Leadership is a Choice, Not a Position

by | Dec 10, 2018 | Sales Management

Whether you are a service manager, sales manager, or business owner, you have chosen to lead. Leadership is a choice, not a position, so make sure you learn how to rock it! Here are a few leadership quotes to begin our conversation. “Don’t tell people how...

Sales Tips for Introverts Who Are Salespeople

by | Dec 3, 2018 | Sales Basics

I (Doug) often hear from self-admitted introverts who are salespeople or have a sales responsibility with their job. Recently the following excellent article caught my eye as it will relate to all selling introverts. It was written by international sales expert Grant...