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Why Sales Reps Hate Telephone Prospecting and How to Fix It

by Jeff Beals | Jul 20, 2018 | Prospecting

By Jeff Beals Earlier this week I made a critical error – I picked up the phone even though I didn’t recognize the number.  It was actually a live human, and he had this to say: “Good morning, Jeff. I represent an overseas SEO and web-development company. We have a...

How Do You Know If a Prospect Is Too Good to Be True?

by Jeff Beals | Jul 16, 2018 | General Sales Topics, Prospecting, Qualification

By Jeff Beals I’ll never forget that summer afternoon in 2001 when a very unique man walked into the commercial real estate office where I worked. He had just moved to my city from a different part of the country, and he brought some impressive ideas with him. He...

What Does Sales-Rep Job Hopping Mean to You?

by Jeff Beals | Jul 9, 2018 | Sales Leadership & Management

By Jeff Beals Workers in the United States are choosing to leave their jobs at the fastest rate since the internet boom 17 years ago, according to a recent Wall Street Journal article, and it’s paying off for them in the form of bigger paychecks and more satisfying...

What Do Sales Reps Fear the Most?

by Jeff Beals | Jul 1, 2018 | General Sales Topics, Prospecting, Sales Leadership & Management, Sales Motiviation

By Jeff Beals Which part of the sales process is most difficult for you?  Which part intimidates you? Hubspot.com set out to determine which part of the sales process causes reps to struggle the most, and the survey results were quite interesting: Prospecting 42%...

How to Use the “Farming” Technique in Your Prospecting

by Jeff Beals | Jun 25, 2018 | Prospecting

By Jeff Beals There is a long-time real estate sales concept known as “farming” in which residential real estate agents choose a certain geographic area to place particular emphasis. It typically is one neighborhood or subdivision consisting of several hundred houses....
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  • two sales pros talk over coffee at a coffee shop Relationships With Competing Sales Pros
    By Jeff Beals
    August 16, 2024
  • sales pros in suits run through an offie hallway Keeping Up in a Fast-Moving Industry
    By Jeff Beals
    August 9, 2024
  • a sales pro gives a presentation to a board room The Art of Persuasive Sales Presentations
    By Jeff Beals
    June 8, 2024
  • a group of sales pros in at a networking event talking with one another Networking Is a Key Part of Prospecting
    By Jeff Beals
    May 10, 2024
  • sales pros having a meeting at a conference table Turning Bad Meetings Into Good Ones
    By Jeff Beals
    April 26, 2024

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