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Being aware of personalities is key in sales Why do some sales people need territory management training #2 Focussing your effort will bring rewards. You know which are the most lucrative accounts, but you also know which people you
Why is territory management training a must for some sales people? You probably enjoy having a territory because it gives you the freedom you want from a job or career. You probably enjoy selling because you prefer not to have the
How managing your territory improves time efficiency: 1. Gives focus to those customers who produce the highest revenue. 2. Removes time spent on those customers giving very low revenue and with no chance of increasing this. 3. Keeps you asking
Four reasons why categorising our accounts is a great idea 1.It gives focus. 2.Spend time on accounts which give most reward. 3.Working to a strategy. 4.Professional approach.
Sales management tip – what every sales person will say they don’t want but definitely will need. Once you’ve trained your sales person to do something and they’ve gone out and done it, job done, right? Wrong. Sales people need
Sales tip – take a look for what you know, but are not doing. Knowing isn’t doing. Just because we know it doesn’t mean we do it. This seems to be true for all of us, but perhaps particularly true
BD for lawyers – internal networking events tip # 2 Make a list of the contacts you most want to meet. This may be one to four people. It gives you focus and a goal. Having a goal will also
The British Psychological Society reports that people who are over-confident can often make others develop an exaggerated view of their skills and capabilities, according to a new study. Research by Newcastle University and the University of Exeter, published in the journal
The simplest sales tip for any lawyer is one which requires almost no effort, no cold calling (heaven forbid), no wining and dining, no marketing and no budget. It is a tip which every sales person in other markets knows,
You have a pitch to a prospective client but you are one of three or five to do so, how do you stand out from the rest? Don’t fall into the trap which is so easy to do, that is