This article is from the Salesopedia website. The article is excellent and rather amusing to read (probably since I am guilty of many of the author’s items). For instance: If you’re a professional salesperson and you’re not selling, it could be because: • You are boring. Do customers cut you off in mid-sentence, or jump in when you pause for breath? Chances are, you’re boring them. Paint a vivid picture and put them in it; use an example or interesting case history to illustrate your point. Whip out some visuals to show them how much they will save. I love it. When is the last time your read something that… Read More
Continue ReadingInternet By 2 To 1
Podcasting news offers us an article with some amazing statistics about Internet usage: The Internet is the medium on which online users spend the most time (32.7 hours/week). This is equivalent to almost half of the total time spent each week using all media (70.6 hours). People spend twice as much time on the Internet as they spend watching television (16.4 hours). People spend eight times as much time on the Internet as they spentd (sic) reading newspapers and magazines (3.9 hours). Clearly there is convergence occurring between television and the Internet to the point where they will be fully integrated. Still, I’m surprised that today there is a 2… Read More
Continue ReadingThe Cost Of Underperforming Salespeople
Here’s an interesting little article I stumbled across this morning from Seacoastonline.com titled Get the most out of your sales team. The premise is simple and accurate – nonproductive salespeople are the bane of any small (or large) business. A nonproductive sales team is among the top common dangers that cause many small businesses to fail. Analyzed studies reveal that a large percentage of small businesses are unsuccessful because of underperforming sales people who bring in, at a minimum, 50 percent less revenue than top performers, according to researcher Dr. John Sullivan, professor of Economics at San Francisco State University. … Studies indicate that a common reason for poor performance… Read More
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