Monthly Archives: July 2012

100m Prospecting Sprint. On your marks. Get set. Prospect!

Chelyabinsk Russia - July 10 2015: sprint start during Championship of Chelyabinsk on track and field athletics Chelyabinsk Russia - July 10 2015

Prospecting is the oxygen that fuels the sales fire. It is the ignition point that allows us to get in front of prospective buyers. Great sales people like great athletes do not leave prospecting to chance. They make sure that making prospecting sales calls features regularly in their weekly sales activities. Many experienced sales people […]

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Are you wasting valuable selling time?


When we employ salespeople we expect somehow that they will be selling nearly 100% of the time, however the truth is most salespeople are lucky if they get to sell 40% of the time. What we mean by this is that many salespeople spend more time in administrative non selling duties and travel than actually […]

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Customer Satisfaction & Retention Booster


It is five to ten times easier to keep a customer we have than to get a new one – so taking customer satisfaction and retention seriously should be serious business. We already have the most powerful marketing tool to boost customer satisfaction and increase customer retention, as well as improve employee morale and develop […]

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5 questions every Sales Manager should answer


Most sales managers know the basics about their sales team and the selling process used in their organisation. They know which salespeople are their top, mid and bottom range performers; they know how long a deal takes to come to fruition, the length of the sales cycle, the dollar value of the average deal, and […]

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