Teleprospecting metrics give you a window into how to boost your hit rates. Everything else being equal, increasing the number of sales appointments you go on will multiply the number of sales you close. And one of the best ways … Continue reading →
Want to stay more focused and cut down on time-wasting distractions at work? Daniel L. Levitin, author of The Organized Mind: Thinking Straight in the Age of Information Overload, wrote recently in the New York Times that an essential key … Continue reading →
The classic sales acronym AIDA: Attention, Interest, Desire and Action, puts attention right where it belongs — at the very beginning. If you want to tell your story and influence people, you’ve got to first get their attention. But what … Continue reading →
What motivates people to sell? What drives people to sell more and reach for higher goals? The traditional business view is that incentives like bonuses, prizes, and awards are the best way to drive production. In the last couple of … Continue reading →