Expert Insight
Click to watch Richard Dickerson introduce this months newsletter.
Sales
We know that it’s getting better. But times are still tough for salespeople. When selling is tough, the fundamentals are even more important. As a salesperson, you simply can’t make mistakes when it comes to the basics like time management, prospecting, objection-handing, and closing. Perfecting those skills allows you to focus on adding meaningful value for the prospects you face. Read More
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Sales Management
From what we see, the economy might be turning around. A lot of our clients are asking for our help hiring new, top-performing salespeople. It’s work we enjoy. We’re told they’re having a hard time because two things are happening:
1. The best salespeople have jobs and aren’t looking.
2. When sales managers start actively looking for candidates, they get a flood of weak ones. That means they need help separating those who will perform from those who won’t. Read More
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Blog
According to Peter Drucker’s research, Salespeople have a 1:4 chance of selling to someone referred to them by a current client.
And that tantalizing statistic begs the question: “When's the right time to ask for referrals?”
Our answer?
Only after your client is beyond satisfied – thrilled, really. Read More
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