Focus on the Sales Activities That Matter
Salespeople will do what they like to do, not what they need to do. If it’s uncomfortable to make cold calls, they’ll find a way to justify doing something else — like sending an email
How Is Your Field CRM Sorted?
We’re brainwashed to sort lists by letter and number. It’s like once we start singing our ABCs, we think that’s the best way to arrange everything. Unless there’s a number. Then we can’t help but
A Complete Guide to Sales CRM Implementation
You have a problem. And you need help. No, not as a person — with your CRM. Here’s what you don’t want to do — try to set up your own CRM. It’s the first
Cold Calling Anxiety? These 6 Tips Will Help You Overcome Your Fear
Nobody likes to be told no. We didn’t like it when we were three years old, and we don’t like it now. But what happens on cold calls? We get told no. So we avoid
How to Use a Sales Tracking App for Farm Equipment Sales
You’ve got to make hay while the sun’s shining if you want success in farm equipment sales. And if you’re in the business, you know how true that is. Farming is seasonal — which means
How to Prospect Smarter and Bring in More Sales Leads
The key to smart sales prospecting can be summed up in two easy steps. Do it. Follow up. And get both down to a science. But don’t worry — we won’t leave you to figure
Avoid These 4 Costly Mistakes When Hiring a Sales Team
It’s tough to find a good salesperson — especially if you’re selling commodities. And when you’re hiring sales teams, building an entire group of great salespeople seems impossible. After all, it takes more than good
Why Questions Matter When Qualifying Your Sales Leads
In the early ’80s, there was a saleswoman who was awesome at selling mainframes. But really, she just walked into businesses and asked questions. Then she took their responses back to the engineers, they told
3 Ways to Increase Sales Without Hiring a New Salesperson
Improving your sales team comes at a cost. But what if you could pay for it in time you’re spending elsewhere rather than the actual price of hiring a new salesperson? An increase in sales
Why Pharmacy Reps Should Use a Sales Tracking App
Ever played the game “telephone”? You know how it goes — you give someone a message, and they pass it on down the line. Maybe they think they heard you clearly, but by the time
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