Are You a Lean, Mean Selling Machine?
4 best practices for fine-tuning your sales process
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Farquharson also cautioned salespeople to be realistic about what they can accomplish. After all, an agenda or a to-do list doesn't mean much if you can't finish it. "Let's say I have a big gap, and my first have-to isn't until 2 o'clock, and now I'm thinking, what can I do with that big block of time?" he said. "I can create content, I could prospect, I could call different accounts. What fits in that block? If I had five or six one-hour appointments today, then I'd say to myself, 'OK, I'm not really going to get any office work done. This is going to be a day of bouncing around from project to project.'"
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Brendan Menapace
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Brendan Menapace is the content director for Promo+Promo Marketing.
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