No More Cold Calling
JANUARY 9, 2020
million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. But I don’t think any sales manager listened, because more than half of reps are still missing quota. million per manager.
No More Cold Calling
JULY 14, 2015
The problem was that sales management had their heads in the sand. So, they neglected the strategies, sales metrics , and processes that could have kept their businesses strong, or at least afloat, when the going got rough. We’ve all worked for managers who thought they were the world’s gift to sales.
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No More Cold Calling
SEPTEMBER 25, 2014
Example: The Apple Watch offers more features than the currently available “smartwatches” and is accordingly more pricey. Example: Television commercial comparisons between (more or less identical-seeming) automobile brands. Associations Enterprise Sales Management Salespeople' Differentiate by Quality.
No More Cold Calling
AUGUST 7, 2014
Here’s his take: “Our clients are constantly asking us where sales managers should spend their time. No matter what one’s position in life may be—CEO, vice president of sales, regional sales manager, president of a country, or general of an army—we all have the same amount of time: 24 hours a day, 168 hours a week, 52 weeks a year.
No More Cold Calling
OCTOBER 10, 2019
For example, updating my No More Cold Calling book has been on my list for awhile, but I knew I couldn’t take on such a huge project for the foreseeable future. My clients are sales leaders—VPs of Sales, CROs, Sales Managers. I was wrestling with way too much to do. Do they send the wrong message?
No More Cold Calling
FEBRUARY 18, 2014
The simplest example of that? Associations Enterprise Sales Management Small Business' Brown writes: When people asked him for his ”secrets” of success, Wooden would invariably say one key factor was that you never want to confuse activity with accomplishment. . After all, it’s people, not tweets, that seal the deal.
No More Cold Calling
NOVEMBER 4, 2014
We need to put the statistic into a broader context… If they have a clear sense of what they want to buy—for example if it is a simple or relatively inexpensive transactional purchase or the re-ordering of the same or similar solutions, then it’s hardly surprising that the prospect may conduct most of the buying process online.
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