The Sales Association
JUNE 14, 2011
This sales rep knew he had to make prospecting calls to be successful. On every call, instead of qualifying the prospect, he was just dropping off his business card at each door he called on. In other words, a prospecting call is considered successful if you can answer the following questions: 1.Is If not today, then when?
The Sales Association
FEBRUARY 21, 2011
Great salespeople are genuinely and insatiably curious about everything having to do with their prospects. Not a pretty picture and certainly not the way to gather useful information from your prospects. Once youre sitting across from your prospect, its too late to prepare. Amateurs "wing it" but professionals plan in advance.
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The Sales Association
FEBRUARY 10, 2011
6 Small Town Sensibilities to Boost B2B Social Med. At the end of the year, well issue an award and make an email announcement to all of our members naming the Top Sales Blogger of the year, and will also send a press release to the major sales-related publications. There will only be one post on our site per week day. ► July. (2).
The Sales Association
FEBRUARY 25, 2011
6 Small Town Sensibilities to Boost B2B Social Media Impact. As more of our B2B colleagues jump into the social media pool, we quickly begin to see who is making a splash, while others tread water or stay on dry land. Her prospects and clients would like to know who they are doing business with. Friday, February 25, 2011.
The Sales Association
MAY 22, 2011
Denise: One of my first jobs at MCI had me running a B2B telemarketing team, reporting to the head of Direct Marketing who reported to the VP of Marketing. I often encourage prospective clients to test and leverage inbound and direct mail before they invest in telemarketing. How does a sales organization reconcile all of the options?
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