Archive for September, 2017

80 percent 20 percent

The Pareto Principle for Sales

Most of what you do does nothing to produce results. While it may be necessary, it doesn’t move the needle.

Meetings with Prospects and Clients

If there is one thing that should dominate your calendar as a salesperson, it is meetings with…

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On Hiring a Salesperson

Hiring is difficult. Hiring salespeople is exponentially more difficult. It is a complex human interaction, and there are wide variances in performance. A work history in sales may tell you part of the story, but some salespeople who succeed in… Continue Reading

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