Sales Acumen

hooks for bait

Taking the Bait

From time to time, your dream client will answer your cold call and ask you to tell them a little about your company and what you do. You will be tempted to respond to that question by answering it, responding to the prompts you were given. You…

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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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