Training that Sticks

Seeing is Believing

Posted by Scott H. Lewis on Tue, Oct 06, 2015 @ 09:10 AM

Years ago as an apprentice salesman, my supervisor handed me a telephone directory. I looked at the thick book and asked why he had given it to me. Read More

Tags: Sales, Scott Lewis, prospecting

Dave's Fables: Let's Do Lunch

Posted by Dave Hamilton on Mon, Dec 16, 2013 @ 14:12 PM

“Let’s do lunch” is a phrase or continuance tactic that most sales people have uttered more than once at the end of a sales call during their career. I’m secure enough to admit that over the years I have in fact created several original continuances –soon to be clichés– to convey the same message. “Call me sometime”, “let’s get together in the new year” or often: “take some time to think about it and I’ll follow up”. A sales message focused on vague next steps is certain to net you vague results. There is a BIG difference between potential and actual, wouldn’t you agree? I’ll call you next Tuesday at 3pm is an actual plan. 

Objective – Aim – Intent – Purpose – whatever your organization calls it, is what separates good sales people from those that can’t seem to get their fair share. I like to think of it as starting your “new” revenue generating cycle with the end in mind. What really needs to happen as a result of your efforts to move this opportunity forward? 

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Tags: Dave Hamilton, Sales, Tips, prospecting, Process

Dave's Fables: The Cash Cow is Now Just a Myth

Posted by Dave Hamilton on Wed, Jul 10, 2013 @ 09:07 AM

Sales Truths – Fact: Prospectors sell quicker, sell smarter, and create more revenue than traditional sales efforts. 

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Tags: Dave Hamilton, Sales, Training, Tips, prospecting

Dave's Fables: Prospecting Revenue Strategies for Territory or Market Segment Salespeople

Posted by Dave Hamilton on Tue, Feb 05, 2013 @ 12:02 PM

Top two sources for finding new revenues:

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Tags: Dave Hamilton, Sales, Training, Tips, prospecting

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