Right Prospects
Right Message
Right Attitude

If your organization is like a lot of sales organizations, you may have intensified prospecting efforts lately as old customers have downsized, cut spending, and, in some cases, switched to other suppliers. The problem is that prospecting is often time-consuming, costly, and hard on the morale of the sales team. Why? Look at some of the typical tips for successful prospecting:

• “Schedule a minimum of two hours a day for phone calling.”
• “Spend the first 30 minutes of each day making at least three calls.”

The idea is that if you make enough calls, … Read the rest

It seems there are two types of disgruntled people in our current economy: those who don’t have jobs and those who do. Why? Because for each person who has left an organization, the ones left behind are working harder, feeling overworked and underappreciated, and often being underpaid. Almost everyone in the workplace has been “doing more with less” for a long time. Yet productivity has risen 2.3% annually during these tough times, according to the Bureau of Labor Statistics. This increase is due to fewer employees accomplishing miracles by working more hours and taking on bigger workloads. This is good … Read the rest

In a market fraught with uncertainty, many companies have focused on cutting expenses and increasing productivity and efficiency as a way to stem market share losses and reverse downward sales trends. This often means downsizing and reorganizing to reduce labor costs, eliminate redundancy, and better target scarce resources. In the process, offices have been closed, divisions and departments merged, employees dispersed, and leaders challenged to manage wider spans of control — often covering multiple locations. In the changed global business landscape, gaining competitive advantage will depend in part on the ability of business units, divisions, and functional departments to collaborate … Read the rest

If yours is like a lot of sales organizations, you may have intensified prospecting efforts lately as old customers downsized, cut spending, and in some cases went out of business altogether. The problem is that prospecting is often time-consuming, costly, wasteful, and hard on the morale of the sales team. Why? Look at some of the typical tips for successful prospecting: “Schedule a minimum of two hours a day for phone calling.” “Spend the first 30 minutes of each day making at least three calls.” The idea is that if you make enough calls, sooner or later a certain percentage