Sales Coaching


Activity Does Not Precede Sales!

For a long time sales managers have held a religious devotion to activity. They believe that activity precedes sales. They are always willing to cite the great wisdom that even a stopped clock is right twice a day, and then point to the stopped… Continue Reading

What are you waiting for?

I often hear salespeople say that they are "waiting" for some event to occur before they call their prospect. Most of the time the event that they are waiting for is the passage of time. They say things like "I am waiting to call them in August,"… Continue Reading
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