When I hear the word, “slump,” I think of two things: baseball and sales. Here in July, we’re right in the middle of baseball season, and some hitters are finding themselves in a slump. Every time they step up to the plate, they strike out, fly out to left or ground...
Newly hired employees are more likely to stay with a company for at least three years if they have an effective onboarding program. Let’s define onboarding as a set of activities that a company undertakes before a new employee starts, during the orientation period and...
By Jeff Beals It happens to all of us – a prospective client, one you’re sure is going to end up purchasing from you, suddenly goes inexplicably dark. Prospects have been going dark since the sales profession’s very beginning. It’s a common problem, but it...
By Jeff Beals Hopefully, you have set your 2019 goals by now, but there’s still time if you haven’t. Either way, there’s an important part of goal setting that you might not have considered: What are you going to stop doing? The beginning of a year is a good time to...
By Jeff Beals It’s an over-used cliché, but managing sales teams has often been compared to herding cats. Since the beginning of modern business history, sales leaders have struggled with how to motivate salespeople to go the extra mile and exceed their sales goals. A...
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personally authored by Jeff Beals delivered to you every week designed to keep you on the cutting edge of the sales profession.
Who Wins? Hunters vs. Farmers and Prospectors vs. ClosersSeptember 18, 2020
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