Articles

Yes, a salesperson’s product is not their inventory.  It is their prospect list!  If a salesperson does not have an ever growing list of qualified prospects, they are living a miserable life on the edge of chronic inconsistency. There are five (5) components to any sales model: 1.Identify prospects (true, qualified, targeted prospects) 2.Initiate Contact […]

Did you know that the SPQ*Gold Assessment developed by George Dudley and Shannon Goodson is the only assessment in the world that measures Sales Call Reluctance?  This assessment has 21 different measurements and “telephobia” is only one of the 12 types of call reluctance.  Have you ever hired a call reluctance salesperson?  What was your […]

So what it is about prospecting that even has veteran salespeople finding something else to do?  Could it be that they are experiencing Sales Call Reluctance?  Have you ever experienced the emotional hesitation to prospect?