Author Archives: Peter Heredia
The Importance of Generating Leads
Your sales team is making lots of visits, getting on well with potential customers and business is coming through the door. However, targets are not being met… Continue reading
When should you stop selling?
It is far too common that when a sales person hands over their proposal or quotation they stop actively selling. Big mistake, now is the time when decisions must be influenced… Continue reading
Is Sell, Sell, Sell enough for success?
Of course selling is what we want from sales people but for good sales people to be great sales people they must also be skilled Territory Managers. In this article we look at the role of a territory manager, the key areas of effective territory management and why none can be overlooked. Continue reading
Mastering the Art of Negotiation
Buyers in today’s market are trained to negotiate. Most only focus on how much discount they can get from the current price, luring sales people into the trap of using price as the only thing that is used to negotiate. The message here is, when negotiating, if the other party talks price, you should talk value. Continue reading