Tag Archives: sales optimization

Building a Sales Pipeline – Part 3: Creating a Targeted Conversational List

Last week we explored the competitive edge you’ll gain by connecting with prospects that aren’t currently looking for your product or service, and took a glance at the circumstances under which an executive would take a phone call from a salesperson. We pointed out that, though cold calling typically isn’t effective, it is a necessary […]

Replace or Train Mediocre Performers? – Part 1

This is part one of a two part discussion on whether to replace or train mediocre performers. Today I’ll discuss the results of the Culpepper Sale Study and how changing behaviors is tough to do. In part two, I’ll talk about the four key elements necessary to establish and then maintain a high performance sales […]