All Entries Tagged With: "quality"

Compelling Argument Against Cold Calling

By Jeremy Miller

Cold calling is described in heroic terms: beating a path to the prized customer; crossing the many obstacles and walls of protection to find the elusive buyer; wrangling and competing against the many other sales people pursuing the same prize. After breathless battle and hard work the sales person wins his customer. His cold calling has paid off. He is a hero. Too bad it doesn’t work that way.

Winning with Commodities

There are three ways to win the commoditized sale. Although it sounds simple on paper, putting all three together is a huge challenge…

Separating Excuses from Reality

Some managers get sucked into believing every excuse for why the team or an individual is struggling. Other managers refuse to listen to any feedback and sometimes miss instances where real issues exist…

Pump Up the Volume!

Sales people must have an ability to filter. That means working through a lot of potential business and prioritizing opportunities that will close now along with deals that will close in the future.

A strong pipeline is going to payoff now and it pays again later.

The Great Debate: Quality vs. Volume

If you had to choose between quality vs. volume, which one would you choose?