Effective Time Management
“How do you create a perceived value to differentiate yourself from the competition when you are both selling a commodity?” That’s a question I’m often asked in my seminars. It uncovers a problem that is spreading to almost every industry. The rapid pace of technological development and our ultra-competitive global economy means that no one can keep a competitive edge…
Read More Ever wonder why some sales people are extremely effective while others fail? There are a bunch of reasons, but those that are not effective need to assume responsibility for their failure. Selling is part game and part science and you need to understand that prospects are masters at attaining information from you, misleading you about their requirements and how the…
Read More Sales organizations can be underachieving for a myriad of reasons, but it’s typically a lack of structure and process that divides highly successful sales organizations from poorly performing ones. The structure begins right at the introductory stage of the selling cycle and that’s lead qualification. Successful sales professionals traditionally have a specific set of skills that enable them to quickly…
Read More Management of the Sales Cycle CRM software is often looked upon as an extension of contact management and sales automation software. While this is certainly true, several CRM solution providers have taken CRM to a whole new level, using it to implement a structured approach to lead management and management of the sales cycle. One of these companies, Commence Corporation has…
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