Sales Strategy

Understanding Pre Approach – Don’t throw in the towel too soon!

Posted by on March 17, 2013 at 3:02 pm

Pre Approach is vital to the success of sales professionals.  The earlier that a sales person begins to collect, analyze and understand information about their customers, the better their chances of selling products and services to those customers.  Pre approach will not only better position you to win business with your client but it will […]

Managing Your Sales Portfolio… Like Warren Buffett

Posted by on March 5, 2013 at 8:04 pm

You probably haven’t heard the term sales portfolio much in your sales training.  However, as a salesperson have you ever considered that managing your sales territory and clients is analogous to what an investment portfolio manager does when managing the assets of his/her investing clients.  Let me explain, what if you considered the company that […]

A Sales Mediator! This is your new sales role

Posted by on May 18, 2009 at 8:33 pm

In the past you probably have played the role of a facilitator. Today however, your role might be closer to the role of a mediator than you have ever experienced. Have you considered the difference?