Blog

It’s that time of year. The holidays loom, there is a chill in the air, and countless articles appear providing guidance to sales representatives about how to close the year strong. The five, ten or twenty best strategies are outlined in checklists to insure end-of-year success. “Contact every client” is an action often recommended, as is “Revisit prospects who have chosen another vendor.”

Mike Montague interviews Pat McManamon on How to Succeed at Being an Intentional Sales Manager.

Tom’s best customer, Meg, called and asked for a favor: “Can you talk to my new assistant Karen about getting up to speed with your software? She’s got a couple of questions that I don’t have time to answer.”

We’ve all heard the sobering statistics that winning a new major account costs far more than keeping one – depending on the study you read, perhaps twenty times as much. And we’ve all heard how even a small increase in a firm’s overall major client retention rate has an exponentially positive effect on revenues and profits. We also know, of course, that, on the flip side, decreases in retention rates produce similarly negative impacts, often devastating and long-lasting.

Mike Montague interviews Doug Cohen on How to Succeed at The First 30 Seconds of a Prospecting Call. 

Mike Montague interviews Wayne Dehn on How to Succeed at Overcoming Childhood Messages.

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

The STORY:
A new day is dawning on my sales career, decided Andy. As he drove to work, basking in the afterglow of the outstanding sales training seminar he had attended the day before, he couldn’t wait to start.

Mike Montague interviews Dan Stalp on how to succeed at redirecting prospects’ head trash. 

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.