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All Posts Tagged Tag: ‘more dials’

Power Hours, Ultra Efficient

Frederick Winslow Taylor (1856-1915) was our country’s first “Efficiency Expert.” He was born to a wealthy Quaker family in Germantown, Pennsylvania.  His passion was “time study,” which is literally using a stopwatch and doing continuous observation of tasks, in an effort to find the shortest, most efficient method of accomplishing those tasks.  For Winslow, it was a cold-hearted, dehumanizing, cut …

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The Power of Call Lists

Human nature is complex and at times counterproductive.  Take our general resistance to change; our innate fear of stepping out of our comfort zone, even when common sense dictates there are easier ways to do things.  We embrace our habits like they are a lifeline.  All too often we will go down with the ship, rather than jump in and …

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The 5 Personalities of Call Reluctance (and How to Fix Them)

Instead of making calls, are your salespeople making excuses?  It might happen to even the best members of your sales team from time to time. According to research from Dudley & Goodson, about 40-percent of all career salespeople experience episodes of call reluctance that are serious enough to threaten their careers. But you can’t lump all the call reluctance into the …

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Can’t We Get More Time?

Salespeople today face a frustrating dilemma: There are too many balls to keep in the air and only so many hours a day to be making calls. A single meeting might cut into the time needed for 10 outbound calls. The prep time before a call to a C-level exec might eat up an hour or more. Fumbling through Salesforce …

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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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Incite: to stir up or provoke to action