by Jeff West | Jul 5, 2016 | Sales Coaching, Sales Leadership, Sales tips
Create Fusion Points with Existing Customers: Many salespeople thrive on “the thrill of the hunt.” They enjoy searching out new business. They enjoy the process of conversations and recommendations. And they LOVE to close the sale! “Argh! Argh! Argh! Argh!” (in my...
by Jeff West | Mar 21, 2016 | Sales Coaching, Sales Leadership, Sales tips
Find Your Fusion Points© Sorry to leave you hanging on my last post, but it was getting a bit lengthy. After all, we are dealing with the number one reason that people give up on a career in sales. Quite frankly, I also believe it is the reason for most of the...
by Jeff West | Mar 16, 2016 | Sales Coaching, Sales Leadership, Sales tips
The Aftermath of a Bad Call In my last post I described a difficult sales call I made very early in my career. Read All About It What would you do in that same situation? Most sales people don’t have to deal with rude prospects, right? After all,...
by Jeff West | Mar 11, 2016 | Sales Coaching, Sales Leadership, Sales tips
Don’t Give A Solution Too Soon As a young sales person, it would be almost impossible for me not to “jump into sales mode” as soon as my prospect said anything that sounded like something for which we had a solution. I was very eager. In time, I...
by Jeff West | Feb 13, 2015 | Sales Coaching, Sales Leadership, Sales tips
Buy-In of Sales Leadership One of the greatest challenges of any sales organization is developing a sales process that works – and then getting the sales leadership team to commit to that process. But without that buy-in, the success of the new sales person is...
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