Prospecting & Territory Management Articles

1. Advanced Sales Training - 8 What-to-Do’s About Cold Calling -We all need new customers. Cold calling seems to be our default tactic and everyone will agree, it's highly inefficient and very demotivating. So here are 8 actions to take to make it work better for you.
   

2. Capturing C-Level Quality Leads - Learn how to generate high quality leads with C-level executives using passive and active marketing effectively.
   

3. Networking Works; Cold Calling Leaves You Cold - Networking is the most productive way to generate high quality leads.  This article shows the process of how to network effectively. 
   

4. Networking Works Part II - The Message - Networking requires asking specifically for who you want, and then getting the physical introduction.

5. Most Important Selling Tip - My best advice for more sales
   

6. High Yield Sales Territory Management (Part I)
   
   

7. 5 Tips for Working Trade Shows - Don’t Be So Anxious to Do a Presentation
   
   

8. Turn Prospecting Rejection Into Scoring Opportunities
   
   

9. Business Development is All About More Sales
   
   

10. Developing Positive Self Esteem and Confidence
    
    

11. Accurate Sales Forecasting
    

More Articles on Selling and Sales Management

What others have said about Sam:

"Before working with Sam 30% of my people made President's Club. After Sam's training and coaching 70% of my people went to President's Club."

Deborah Surrette, EVP Sales WorldCom

"Sam put in a process that helped reduce bid and proposal cost 30%, increased win rates from 33% to 83% and doubled sales in one year."

Dan Ozley, VP Satellite Systems

Lockheed Martin Telecommunications
 

"Using what Sam taught us, increased our hit ratio from 38% to 68%."

Bill Bowden, Sales Training Manager, Fisher Rosemount Division of Emerson