How To Sell

Cold Calling

Cold Calling

There is a lot of talking and blogging going on about cold calling and whether it is a necessary or even desired part of the sales mix. I can’t resist putting in my two cents on this discussion. I have recently seen a couple of studies and listened to some...

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Are You Running A Lead Deficit?

Are You Running A Lead Deficit?

The most important number that every sales rep needs to know before he or she can build an effective sales plan for the new sales year is their Lead Deficit. To give yourself a solid chance of making your quota you have to know this number. Here’s how it works. Making...

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