Archive › January, 2004

Get the Crud Out of Your Sales Funnel

Most salespeople understand the concept of the sales funnel. It works just like an ordinary funnel that you might use to transfer liquid from one container to another. We all know that if you stop pouring the liquid into the top of the funnel, fluid stops coming out the bottom. We also know that if […]

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Don’t Be Your Own Worst Enemy

You’re probably sitting there thinking, “Why would I want to be my own worst enemy?” And the answer, of course, is that you certainly don’t want to be. But it happens, and it could happen to you. I’ve seen salespeople with the potential to be top performers fall short because they either didn’t know what […]

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Managing Nomads

Do your people know where they are going and how to get there, or are they wandering in the sales desert? I realize that you shouldn’t need to be concerned about this as a sales manager. I know you feel you hired responsible people with good work ethics. People who get up in the morning […]

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