Add You - Business

Biggest Time Wasters for Salespeople
Good time management for salespeople has been an obsession of mine for more than 30 years. In the last decade, I've been involved in helping tens of thousands of sales people improve their results through more effective use of their time. Over the years, I've seen some regularly occurring patterns develop - tendencies o

>Did anyone ever really believe this?

Hey boss, put your money where your mouth is! If that were really true, companies would pay us the five dollars per call! They don’t bec

Running On Empty
It always seems to happen when you're in the most vulnerable spot. The worst possible situation, the worst possible place, The worst possible time. The sickening feeling goes through you; you know what is about to happen. You are out...the outcome is inevitable. You're stuck, in a jam. The situation is embarrassing.

A conspiracy exists in the world of selling. A cold calling conspiracy.

What I’m talking about is the requirement by most sales organizations to make cold calls on your time and at your expense. They say that cold calls equal appointments equal sales, but that’s not true anymore. All sales managers are guilty of teaching it, believing it, and using it. “Increase your activity and increase your income” are the mantra. We’re told to do the sales math to “motivate” ourselves. Have you heard this one? “If you make five hundred dollars commission per sale and it takes five appointments to get the sale and twenty calls to get an appointment, then each cold call is worth five dollars in your pocket.”

Did anyone ever really believe this?

Hey boss, put your money where your mouth is! If that were really true, companies would pay us the five dollars per call! They don’t beca

Creativity and Innovation Management: Generating Better Ideas
Creativity can be defined as problem identification and idea generation whilst innovation can be defined as idea selection, development and commercialisation. There are other useful definitions for both, for example, creativity can be measured according to the number of ideas produced, the diversity of those ideas and t

nd at your expense. They say that cold calls equal appointments equal sales, but that’s not true anymore. All sales managers are guilty of teaching it, believing it, and using it. “Increase your activity and increase your income” are the mantra. We’re told to do the sales math to “motivate” ourselves. Have you heard this one? “If you make five hundred dollars commission per sale and it takes five appointments to get the sale and twenty calls to get an appointment, then each cold call is worth five dollars in your pocket.”

Did anyone ever really believe this?

Hey boss, put your money where your mouth is! If that were really true, companies would pay us the five dollars per call! They don’t bec

School Fundraising Ideas -There's Lot's Of Them
In today’s world school fundraising is a necessity, but to come up with new school fundraising ideas can be a task for anyone. If you go on the Internet you will find many neat school fundraising ideas that will be more than suitable for your needs. These school fundraisers usually are left up to the parents and the tea

. “Increase your activity and increase your income” are the mantra. We’re told to do the sales math to “motivate” ourselves. Have you heard this one? “If you make five hundred dollars commission per sale and it takes five appointments to get the sale and twenty calls to get an appointment, then each cold call is worth five dollars in your pocket.”

Did anyone ever really believe this?

Hey boss, put your money where your mouth is! If that were really true, companies would pay us the five dollars per call! They don’t bec

Medical Billing - FA0 Record Overview
The meat and potatoes of medical billing, when all is said and done, is the actual service that is being billed. This can be a procedure, piece of equipment, tests, anything. This information, when billing electronically, is transmitted in the FA0 record, which just happens to be the longest record in the NSF 3.01 spe

dollars commission per sale and it takes five appointments to get the sale and twenty calls to get an appointment, then each cold call is worth five dollars in your pocket.”

Did anyone ever really believe this?

Hey boss, put your money where your mouth is! If that were really true, companies would pay us the five dollars per call! They don’t bec

Sell Total Cost Of Ownership To Every Prospect
ARE YOU SELLING TCO, OR TOTAL COST OF OWNERSHIP, TO YOUR CUSTOMERS AND PROSPECTS?Many sales people are faced with the problem that their products and services are the highest quality, and therefore their prices are also the highest.You may face this problem in many of your prospects, but you cannot get int

>Did anyone ever really believe this?

Hey boss, put your money where your mouth is! If that were really true, companies would pay us the five dollars per call! They don’t because that equation never works in the real world... for anyone. The simple fact is that we are only paid for completed sales, not for attempts. Directing salespeople to make more calls and increase activity is a weak excuse for a sales manager or trainer to justify his or her job. Cold calling is an expensive waste of your time. The reason companies have you cold calling is because it is a waste of your time and your money, not theirs. You only make money when you sell something, yet over eighty percent of most salespeople’s time is spent looking for someone to sell to.

The bottom line is that we, as salespeople, cannot afford to continue fooling away our time on low-percentage activities like cold ca

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