WHEN SHOULD YOU DISCUSS MONEY ON A SALES CALL?

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WHEN SHOULD YOU DISCUSS MONEY ON A SALES CALL? By Dan Caramanico This is always a touchy subject and there is always pushback when I suggest what … [Read more...]

Who Defines The Next Step In The Sales Process

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Who Defines The Next Step In The Sales Process By Dan Caramanico This article could be just one sentence – “Always know the next step in the sales … [Read more...]

Re-motivate yourself

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Re-motivate yourself By Dan Caramanico Motivation is internal. Sales managers can’t motivate salespeople. They can only help the sale sperson to … [Read more...]

WHEN SHOULD YOU QUOTE?

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I believe that the prospect has to earn the right to get a proposal from the salesperson. The Optimal Salesperson® will only write a proposal to a … [Read more...]

STAY IN THE MOMENT

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Did you ever debrief a sales call with your manager in which they suggest a question that you might have asked but didn’t? Did you ever wonder why it … [Read more...]

WHAT MAKES SELLING SO DIFFICULT?

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       I started my career as an engineer and in those days it seemed to me like the salespeople had the easiest job in the company. They didn’t have … [Read more...]

Avoiding Pipeline Bloat

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Your forecasts are unreliable. Deals look good and then stall. You seem to be wasting a lot of time with prospects who don’t ever make a decision. You … [Read more...]

2 REASONS NOT TO TAKE TECHNICAL PEOPLE ON SALES CALLS

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It happened twice this week. Two of my clients had nearly identical situations and both nearly made the same mistake. Let’s take Pete (not his real … [Read more...]

HOW DO YOU DESCRIBE YOUR IDEAL PROSPECT??

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ON BECOMING THE OPTIMAL SALESPERSON® By Dan Caramanico HOW DO YOU DESCRIBE YOUR IDEAL PROSPECT??   Identifying your prospect is critical … [Read more...]

What Top Salespeople Should Learn From March Madness

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BECOMING THE OPTIMAL SALESPERSON By Dan Caramanico   What Top Salespeople Should Learn From March Madness   Top salespeople … [Read more...]