Sales Prospecting – My 2 Cents

Yesterday I wrote about performance evaluations and the importance of setting expectations up front……..I proceeded to go through my day, interacting with my team, the clients I manage, and working on transitioning new clients (new to me) into my portfolio of clients….

And something hit me that I wanted to share……….perhaps the most important part of any relationship – business or personal – is setting expectations up front. Read the rest of this entry »

Depending on the type of organization, the process of employee evaluations can be vastly different – from a straight evaluation of production numbers to a more complex evaluation of how client interaction is handled.

Regardless of the process or criteria an employee is evaluated on – one thing must be present – the employee must understand the expectations they are being evaluated on. Read the rest of this entry »

I don’t have an answer to that one I am sorry……any suggestions?

Where am I going with this one?  Well I have been thinking about how to motivate a few of my team members as they struggle with the day to day hurdles of teleprospecting.  

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My colleagues and I have worked with a number of clients over the course of our time at AG Salesworks.  Something we are constantly faced with is that clients “want” to have us understand every in and out of there technology and their “fear” is that if we don’t have that understanding success will not follow.

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………yummy mush! 

I have found that when we remove the “peel” and take a look at the process that a marketing organization uses as it approaches opportunity generation, we find very good content with a number of things that work well, but a finished product that does not appeal to the sales organization and ultimately feed the success goals of the organization as a whole. 

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A lot of people are tasked with solving problems or managing a process on a daily basis.  The easiest approach to this can be to apply “fixes” or “a process” that you have used in the past to current problems or process creation.

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Really good question!

If you know me, you know that the world of “social media” is not where you would expect to find me - I must restate that – I have an interest in what “social media” is, the role it plays, and a facination with its power -  but from a far!

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