- Home
- Art
- Books
- Business
- Community Events
- Cooking
- Education
- Entertainment
- Environment
- Finance
- Government
- Green
- Green Living
- Health
- Health and Fitness
- International
- Lifestyle
- Literary Nook
- Movies
- Music
- Opinion
- Optimal Salesperson
- Outdoors
- Pets and Animals
- Police and Fire
- Politics
- Science
- Sports
- Technology
- Travel
- Uncategorized
Home » Archives by category » Optimal Salesperson
WHEN SHOULD YOU QUOTE?
I believe that the prospect has to earn the right to get a proposal from the salesperson. The Optimal Salesperson® will only write a proposal to a prospect who has completely met all of the elements to be considered a qualified prospect. Most salespeople spend entirely too much time writing proposals. They do a cursory [...]
STAY IN THE MOMENT
Did you ever debrief a sales call with your manager in which they suggest a question that you might have asked but didn’t? Did you ever wonder why it seemed so obvious after the fact to someone who wasn’t even there and it did not occur to you to ask? Part of the reason is [...]
WHAT MAKES SELLING SO DIFFICULT?
I started my career as an engineer and in those days it seemed to me like the salespeople had the easiest job in the company. They didn’t have to keep up with technology. They didn’t need to pass a test to become licensed. Whenever clients asked really tough questions, they brought the engineers in [...]
Avoiding Pipeline Bloat
Your forecasts are unreliable. Deals look good and then stall. You seem to be wasting a lot of time with prospects who don’t ever make a decision. You have lots of prospects but still struggle to hit your numbers every month. If this describes you, then you may be suffering from a common sales malady [...]
2 REASONS NOT TO TAKE TECHNICAL PEOPLE ON SALES CALLS
It happened twice this week. Two of my clients had nearly identical situations and both nearly made the same mistake. Let’s take Pete (not his real name) for example. He sells a consulting service to the federal government. He had met a high level official at a luncheon event and during the lunch conversation [...]
What Top Salespeople Should Learn From March Madness
BECOMING THE OPTIMAL SALESPERSON By Dan Caramanico What Top Salespeople Should Learn From March Madness Top salespeople make a lot of money and are highly sought after. However there is a wide gap between the elite who make top dollar and garner the attention and the masses who toil in anonymity and barely [...]
Connect with me
