Wasting Time Cold Calling

What’s Your Conversion on Cold Calling Prospects? Ask your peers – the successful sales people are probably farming accounts they’ve had for years.  Others have a different strategy. No one wants to hear from a sales person they don’t know. I’ve had several coaching calls this week with sales people who are either new with […]

Death of a “Product” Salesman

Remember Arthur Miller’s 1949 play, Death of a Salesman?  Loman’s  downfall is directly tied to his continued misconception of himself…not so different from today’s product sales rep.  The product sales rep who continually studies the features through the companies online training resources and Webex meetings, walks into sales situations confident that his product will do […]