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Acuity Systems, Inc. | Dallas, TX

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Tom Niesen

You’re a salesperson. You’ve just checked the wall calendar. You realize that October is officially over. A chill runs down your spine, because you know this means that you are over 75% through the year and you haven't yet come close to the track you need to be on to achieve your yearly goals.

When prospecting, how often are you able to reach a decision-maker? And, even whenever you do, how often do they simply refer you to someone else?

Depending on the kinds of question you ask, you might be referred back to what we call an "order-taker", or your call will simply be ignored altogether. At Sandler, we categorize prospecting questions as either being strategic or tactical.

While the world of sales is constantly changing, one thing remains the same... to be successful, you have to PROSPECT! do you find the majority of your prospects? Are you utilizing all of the available technology? And, more importantly, are you using technology to set yourself apart from the competition, or are you doing what everyone else is doing?

We're almost halfway through 2019, is your business doing? Did you create a plan to follow for the year, and if so, have things turned out the way you wanted them to? If not, are you looking to create a plan for 2020?

Did you happen to watch The Masters over the weekend? If so, then you witnessed one of the greatest golf comeback stories of all time...and if not, you have at least probably heard about it.

Too often sales leaders don't look for new employees until there's a position available...which means it's pretty likely they're hiring based on their emotions...

One of the most important aspects of human development is that we can be very good at learning from our experiences. Unfortunately, when it comes to sales, people don't often document their successes AND failures...

We're already a few weeks into the New Year, and maybe you hope that things will be different. While they probably could be, it's always a good idea to take a look at what did and didn't work in years past in order to create a good game-plan for the future.

Well, it's official...the New Year is here. This past week Sherri and I decided to get away from it all and stay in a cabin in Oklahoma. While I can admit it was pretty uneventful, it did give me time to think about some "big picture" things, especially when it comes to this business.