November 21, 2008

Selling in tough times means doing more of the tough stuff

Yes times are not as good as they were. However I sat with a company
last week who closed three new deals .

Their people have realised they have got to do more prospecting, more
phoning and more meetings, the hard part of sales. One of the
directors gave me an insight into the attitude of the sales people who
are succeeding right now. He said prospecting and following up on
opportunities has become a daily goal for the guys that are uncovering
opportunities. They are doing the things they don't normally like
doing first.

John O' Gorman Director

Accelerate Sales Growth, sales management

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