Sales Excellence Blog

Industry news, selling tools, and more!

Sales Excellence Blog

Cold Calling: Is It Really Worth It?

Author:

Bill Stinnett

For many sales people, the fear of cold calling is only slightly less than that of death-by-drowning or public speaking. The idea of contacting a prospect by phone for the first time may cause even the most aggressive sales rep to break out in hives.

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Take Control of What You Can Control

Author:

Bill Stinnett

Unpredictable financial markets, a tightening global economy, and companies faltering or laying off employees at every turn . . . for those of us who've made selling our profession, these are trying times to be sure!

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Economic Recovery Plan for Sales Managers

Author:

Bill Stinnett

Each new year brings with it an opportunity to evaluate how you and your sales team have performed over the past 12 months and to think about what the coming year might bring.

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How to Keep Your Sales Opportunities Moving

Author:

Bill Stinnett

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.

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The Worst Question a Salesperson Could Ever Ask

Author:

Bill Stinnett

As an enthusiastic student of the sales profession for over 25 years, I have read several hundred books and untold numbers of articles on selling. One thing that I find frustrating is how often really BAD advice is passed along that actually hurts the reader more than it helps.

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How to Make Sales Training Stick

Author:

Bill Stinnett

As professional sales trainers, the biggest challenge we face is keeping salespeople and their managers engaged after a group training workshop.

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How to Win More Business by Request for Proposal (RFP)

Author:

Bill Stinnett

One of our global clients recently shared with us that this year nearly 60% of enterprise-level sales opportunities they are engaged in include a Request for Proposal (RFP) as part of their buying process.

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Learning the Language of the Senior Executive

Author:

Bill Stinnett

The language used by high-level business managers and executives is usually quite different than the language used in IT, R&D, or out on the shop floor. To be effective selling to all the different people involved in a complex buying process, we have to become multi-lingual.

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