by Wes | Oct 16, 2013 | Rainmaker Series
First, I guess I need to define what the heck I mean by Goal Clarity and what has lead me to believe this may be the most significant trait or characteristic that Top Sales Producers or Rainmakers all seem to possess. I recently came across the term Goal Clarity in a...
by Wes | Oct 11, 2013 | Rainmaker Series
(This is the first in a series of posts that I had promised a few weeks ago. I call this the Rainmaker Series. While the intent is to show Sales and Account Managers the characteristics and traits of Top Sales Producers, I believe this series of articles will benefit...
by Wes | Oct 7, 2013 | Rants
One of the first things I was warned about as a rookie salesman was to never discuss religion and politics with a customer. I have done a pretty good job of adhering to this advice with only a couple of lapses that I can remember. I am not planning on making an...
by Wes | Oct 2, 2013 | Tip of the Month
The past couple of monthly tips have discussed being as prepared as possible before making a sales call. Today I would like to suggest a good practice for after the sales call. When you finish a sales call and while it’s still fresh on your mind, take time and write...
by Wes | Sep 26, 2013 | Sales
This week during a sales meeting one of our Branch Managers told a story that had most of us chuckling and scratching our heads. A few weeks ago Jim and his wife went shopping for a mattress for their daughter. They went into a large national mattress store and were...
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