Category:
How to Prospect for Gold
August 31, 2006
Today I will begin to look at prospecting which is defined in the International Directory of Management as “A marketing term for the quest for new sales openings and opportunities”.
Many sales people I have worked with over the years see prospecting as something to do when they are not too busy. However when we begin [...]
Do You Plan to Fail or Fail to Plan?
August 16, 2006
In my last article we looked at the “big rocks” theory of time management and how it relates to sales planning.
Charles Futrell in his book – “Fundamentals of Selling” suggests the careful use of selling time as the most important distinguishing characteristic of the successful salesperson. Basically there are two issues that effect most [...]
Are you Planning Your Success or Winging It?
August 3, 2006
They say that one hours planning saves five hours in implementation.
Now I know many of us do our planning in our heads and achieve our goals eventually, however the difference between thinking about what we want to achieve and actually producing a written plan is one of time. By this I mean when we [...]