Monthly Archive for: ‘November, 2010’

2011 Strategies for Improvement – Increase Call Volumes

Most sales organizations will have a goal of increasing the following in 2011: Number of qualified leads Number of opportunities in the pipeline Number of closed deals All of these goals have one thing in common – increasing current output levels.  There are many ways to arrive at making the gains in output – add more people, work longer, etc. …

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WIIFM – What’s In It For Me – Your Secret Weapon to Getting Your Prospect’s Attention

Change.  Inevitable,  Constant.  Everyone’s talking about it.  Social media, the new (2.0) customer, the downsized organization – and how selling strategies need to change to adapt to today’s customer. As sellers, I think we can all agree on a few things, today’s customers: Are harder to get on the phone Are less likely to respond to email Can discover a …

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Incite: to stir up or provoke to action