What’s the one trait that almost all great technology sales reps exhibit? It’s not people skills, not brains, not presentation ability, it is discipline. Every sales person knows what it takes to make or exceed their quota number, but few have the discipline to do so. There is a famous quote that I like – [...]
Archive for the ‘Sales Tips’ Category
November 30th, 2009
Discipline is the Key to Success
admin 
Posted in Sales Tips 
Tags: Hammer Consulting, Industry News, Kent Hammer, Sales Skills, Sales Tips, Sales Tips and Techniques, Tech Industry, Technology Sales 
No Comments » November 30th, 2009
Cold Calling Tip from a Sandler Black Belt
I was working with a long-time client and very senior sales executive who has ended up back in the trenches making cold calls to get another company off the ground. He’s a sales turn-around guru, so he’s done it several times. In setting up the cold call script he had a light bulb I thought [...]
admin Posted in Sales Tips Tags: Cold Calling, Kent Hammer, Sales Skills, Sales Tips, Sales Tips and Techniques, Telesales tips No Comments » November 6th, 2009
The End of the Sales Funnel?
The End Of The Sales Funnel?
By Dick Davies
For more than 40 years, the Sales Funnel has been the dominant model to chart how a prospect transforms into a customer. Originally a measure of what information had been released to a prospect by a sales person, the Funnel has been tweeked to predict sales volume, timing, [...]
