Posts Tagged ‘pre-call sales planning’

21 Equals 7 — Keep Customer Contact Diverse

Somewhere it is written that it takes 21 days or more to change a habit or establish a new one.  (Although I am sure under the right pressures those days can be shortened.)  If it is really the case that it takes 21 days then you should use that number when establishing how many times [...]

Intelligence Preparation Of The Sales Call

What in the heck does that mean?

It means another skill the top 1%, possess in making the sales.  It means understanding the terrain in which the top 1% salesperson is going to making their sales call in.  It means knowing who the decision makers, influencers, environmental pressures, and who the “false buyers” are.  [...]