Archive › March, 2006

Taking Your Prospect’s Temperature

Why in the world would you want to take your prospect’s temperature? You’re not a doctor. Well, it’s not your prospect’s body temperature I’m suggesting you take. It’s your prospect’s buying temperature. Testing the Water Just like you might test the water before you jump into a swimming pool to see if the water temperature […]

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Truth and Consequences

The truth of the matter is that there are not many consequences for non-performance and it’s affecting sales effectiveness. Training Sub-Performers When we as sales managers allow substandard performance we, in effect, encourage substandard performance. When we don’t hold our people accountable, in essence we train them to believe that not achieving sales targets and […]

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