What do great salespeople do with their selling time in a week? Smart activity. They realize that activity leads to results, and smart activity leads to greatness.
Does that mean that some salespeople miss what’s smart? Yes. I see many salespeople who work hard but not smart - some even like Willy Loman in Death of a Salesman by Arthur...Keep Reading
November 12, 2011 | about Prospecting
Have you ever panned for gold. Even today, there are people who know how to make a living wading in mountain streams and sifting all the lighter materials out of a pan leaving the heavier gold behind. Back and forth, left and right, the panner goes to a place hoped to be more concentrated in gold.
A few years ago, we were fishing on...Keep Reading
A sluggard or pure analytic doesn’t work fast. This person moves slowly. It could be the brain or genetics, or a highly-detailed personality. Or, it could be a character issue like laziness. Whatever the reason, some people don’t cram a lot of activity, especially social connectivity and face-to-face activity, into each day or week.
September 19, 2011 | about Finding Leads
The most common question I get from B2B salespeople is, “Where can I find more leads?” The most common reaction I get after I give them advice is, “I tried that, it didn’t work for me”.
If finding new sales leads by joining business networking clubs is not working for you, here are some helpful hints.
Finding the right organization,...