prospecting
-
Who Should Your Sales Force Call On?
- January 27, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s not always obvious. If your company sells oil drilling rigs to oil companies, then your salespeople know who to call on. If your company sell luxury cars to wealthy people, you know where to find your prospects. But what if you sell products or services that could be sold to a much broader range of customers or clients? Who should your salespeople call on then?
-
Sales Statistics That Reveal Sales Effectiveness
- September 26, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Jeff Angus, author of the Management by Baseball Blog, wrote this lengthy article in response to my Pitch Count post from last week. While Part I of his manifesto explores pitch count as it relates to injury and effectiveness, he brings up another important point. He talks about the best pitchers not learning how to win by not being expected or conditioned to finish the games they start.