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Archive for November, 2010

Open to Close
November 23, 2010

In sales, two of the biggest mistakes we see in closing prospects is skipping the “open” and failing to even truly attempt the “close.”

Posted in Archive RESULTS

Follow Up, Follow Through and Never Lie
November 18, 2010

Those people blessed with the most talent don’t necessarily outperform everyone else. It’s the people with follow-through who excel.
— Mary Kay Ash

Does this sound familiar … Someone you’ve done business with in the last quarter, or last month, tells a tale of the person they started to do business with. The tale goes something like this: Read More >

Posted in Archive IMPACT

Six Characteristics of Successful Sales Professionals
November 4, 2010

Highly successful sales professionals share common characteristics. Here are six that are fundamental to success in sales.

Posted in Archive IMPACT

Effective Recruiting
November 4, 2010

Our experience shows that effective recruiting pipeline management is a game changer. Being able to predict pull through with more accuracy will give you an advantage with forecasting future hires as well as budgeting. It will also give you more control over the time you spend recruiting. If you have a valid pipeline and manage those recruits, you will increase your close ratio and truly impact your bottom line. Read More >

Posted in Archive RESULTS

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