by Bill Stinnett | Nov 14, 2022 | Uncategorized
It’s certainly predicated on how you measure performance. What is sales performance based on and what does it mean to maximize it? What would we be maximizing? For most of us in this profession, especially for the managers and the company leaders, sales...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
As professional sales trainers, the biggest challenge we face is keeping salespeople and their managers engaged after a group training workshop. Oh, there’s plenty of enthusiasm at the end of the session. Like me, you probably hear a lot of positive comments and...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
Are the sales opportunities in your current sales pipeline “moving” or “stopped”? It’s really easy to tell the difference. Take a look at your day planner, or personal digital assistant (PDA), or whatever you use to schedule appointments....
by Bill Stinnett | Nov 14, 2022 | Uncategorized
I think too much of our work week is spent on spending and not enough of our work week is invested. Let’s look at the difference. What are the different ways that we spend our time? I got to tell you the one that seems to come up most often when I talk to...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
Here are just a few suggestions:1. Talk about where they are today. The proposal needs to be about them, not us. It’s about the customer and the customer’s business, not about us and our company and how great we are. This points back to the model that I teach,...
