WHAT MAKES A GREAT SALESPERSON

Get a copy of Make More Sales and Make More Money from Amazon.   What makes a great salesperson? I’ve often thought about this—especially when I’m interviewing sales candidates for an open position. If you complete an Internet search on that topic, you’ll get...

THE ANNUAL PLAN

In the beginning of any new year you should consider your goals and objectives.  This is an excellent time to analyze the past year, and plan for the new one. By far, the most comprehensive plan is your annual territory marketing (business) plan. Each sales territory...

HOW TO CREATE A MARKETING PLAN

HOW TO CREATE A MARKETING PLAN Prospecting for new leads has another name – it’s called marketing.  Most sales people cold call because no one ever taught them about marketing. You should create an Annual Marketing Plan for your territory every January. A marketing...