Bill Porter is likely the most intriguing sales person you’ve never heard of. Bill Porter started with the Watkins Company in 1955 selling their products door to door. For those of you that haven’t heard of Watkins, they have been selling natural home and health care products since the late 1800′s. Their roots are as [...]
My current team is generating excellent prospecting activity. They are willing to hit the street every day and meet with business owners to uncover opportunities.
The biggest challenge my team is having is managing follow up; more accurately ensuring that follow up is taking place in a timely fashion
2 Right 2 Left Prospecting If you are doing business in an area of town, an office building or an industrial complex, you should always take 10 minutes and visit each 2 companies to the left and right of the company you are there to see. If you keep some information packages in your car, [...]
I am in the process of hiring 4 more sales people for a new market we are entering in Western Canada. Our organization is in growth mode (good) and we do not have the resources to have HR pre-screen candidates (bad). This puts me in a position where I am responsible for the full hiring process – from reviewing incoming applications right through to the eventual offer. I currently manage 12 sales people so I have to make sure that the time I dedicate to recruiting is efficient. Each resume I look at gets a 60 second run through. If it catches my attention I’ll spend a few minutes with it and if the candidate looks promising I’ll fire off an email to book a telephone interview. Below are some sales resume tips for sales people that are looking to make a career change: Make it personal. Your cover letter should show that you have put at least a little effort into applying for this position. Spend some time with the job description and write a brief cover letter that... more
Sometimes I see a sales guru in print suggesting a technique so unrealistic and outrageous I don’t even bother to get upset. I know most sane people would dismiss it.However, here’s one I’ve seen at least three times within the past month, each attributed to a different person, each time in a different publication or on-line source. I must address it. The tip is always aimed at outside reps setting appointments by phone. These goofball “authorities” suggest when you’re... more
I have a great success story from one of my reps that I want to pass on! This fellow met with a large corporate prospect of ours today; the client has 160 stores and 3,000 employees and is one of the biggest opportunities in his territory. The call went well and it looks like we will be providing them products and services on a go forward basis – enough business that they should end up as one of our top ten accounts over the next 12 months. After hearing about this win, I logged in to our CRM... more
Don\'t worry, I shave the beard for meetings!
