by Ian Smith | Nov 14, 2012 | Sales - Farming
Are your sales team tourists or residents? A tourist rarely has time to map out all the streets, investigate their favorite Thai restaurants, get to know local people, build relationships with the natives. A resident on the other hand puts down roots. Builds...
by Ian Smith | Aug 22, 2012 | Time Management
One of the scarcest of resources anyone has, especially busy salespeople, is time. Planning your quarter is essential to maximize your sales performance. Below are listed tips to help you maximize your time and your income! Clean up the forecast Decide the Priority...
by Ian Smith | Jul 19, 2012 | Selling
Last week we discussed the essential ingredients of the Marketing Playbook. This week we turn to Sales, Playbook #3. However it is important to understand that all of The Playbooks can only succeed if they are aligned and integrated. Again your Sales Playbook will...
by Ian Smith | Feb 11, 2011 | Sales Process, Sales Tips, Training
Sales processes, CRM systems, sales trainers, sales professionals are all becoming more professional, more sophisticated but are close rates getting any better? The trouble with most sales training whether supplemented with great outside consultants, or not, is that...
