Calling all Closers

There are many different types of sales reps. Here are just a few examples of the different types of sales reps- hunters, farmers, transactional, enterprise, inside sales, outside sales, technical sales, public sector, solution specialists, named account, etc. The type of sales rep that you need is based on what and to whom you are…

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False promises-how does your service or solution specifically impact sales?

It never ceases to amaze me how virtually every business email you receive these days promises to help your sales.  What’s sorely missing in these emails are any details about how their solution or service specifically impact sales. False promises are the worst possible approach to selling because you immediately undermine your credibility and offend…

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Why is territory development a challenge for most sales people?

Why do most sales people struggle with territory development? There are several reasons behind this but it starts with the fact that sales management doesn’t typically convey clear guidelines around territory development expectations during the recruiting process. In fact, prospecting is an area that is generally glossed over by both the sales candidates and sales…

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