Big Winners Lose . . . A Lot
This is an excerpt of Dan Schoepf's e-book Sales: America's Other National Pastime.
Every year Major League baseball honors the best pitcher from the American League and the National League. The award is named after Cy Young. The list of past Cy Young Award winners includes many current and future Hall of Fame players. You have to be excellent to earn a Cy Young Award. Roger Clemens, currently with the Houston Astros, has won six of them. That is a record. Read more about Clemens in the third inning of this book. Continue Reading . . .
Fishing For Sales? Try New Bait
"And I'm feeling more and more like less and less." Those words sung by the rock band BoDeans may describe the malaise experienced by salespeople utilizing traditional methods in their sales efforts. This feeling is often found in salespeople working for companies that emphasize quantity ("dialing for dollars ") over quality in their endeavors. Continue Reading . . .
What Is A Sales Culture?
Hopefully you've taken the time to clarify the roles of your sales team and sales management. It's a valuable exercise. Now you get to assess sales team strategy and culture. Regardless of your methodology half of your sales representatives currently perform below average. Fifty percent are performing below average! Think about that. This is an indisputable fact. So why even assess the team? Simply put, to sell more. Continue Reading . . .
Set Goals To Increase Sales
It's unlikely that any successful person or company operates without goals. They may have one giant or lofty goal. They may have a series of smaller goals leading up to the ultimate achievement but success is built upon goals. Goals accomplish many things. Continue Reading . . .
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