Developing the Optimum Team to Sell and Service Accounts by Art Turock

Developing the Optimum Team to Sell and Service Accounts Presented by…Art Turock of Art Turock & Associates   Team Selling: Key Issues   Criteria for determining whether team selling is a worthwhile advantage: Common problems to avoid in team selling: Laying the groundwork...

Cold calls- Nail the first 20 seconds and you’re in by Art Sohczak

VOLUE ADDED SELLING 21 Business intelligence for 21st-century sales professionals. Cold calls: Nail the first 20 seconds and you’re in by Art Sohczak How do people react when they take your prospecting calls? Do they drop everything they're doing to listen to you, show mild interest and agree to...

Challenges Faced by Salespeople

Challenges Faced by Salespeople   Sales person Time Too busy to prospect Too busy to inform management of their activities Doing too much farming and not enough hunting Don’t know how to best allocate their time   Salesperson Effectiveness Don’t know when to bring in sales management help Spend...

Challenges Faced by Sales Management

Challenges Faced by Sales Management   Measurement & Reporting Salespeople drop a prospect right after the forecast comes out, we don’t know about it until the next forecast Can’t tell if we will meet our sales goals during the period Don’t know the true sales cycle for...