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Acuity Systems, Inc. | Dallas, TX
 

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President

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.

We're almost halfway through 2019, so...how 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?

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...