Prospecting is the most challenging part of a sales professional’s job. It’s time-consuming, monotonous, and filled with rejection. But prospecting is also indispensable. Without a pipeline of quality prospects, a…
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The best salespeople have the discipline to confront sales situations from the customer’s point of view. This philosophy is easy to entertain, but hard to live by. After all, there’s…
Surprisingly, 71% of salespeople say they lack the necessary knowledge to sell better and increase their close rates. While the concept of enabling sales to sell better is not new,…
At Sales Engine, we prepare an agenda for each and every meeting — from long consulting project launch meetings to conference calls to discuss a specific topic with a client….
If you are preparing for a meeting with a prospect, review this post: 5 Things You Must Do The Day Before Meeting With a Prospect. One of the easiest ways…
In many ways, measuring performance is simple. You are either getting it done or you’re not. If you’re a salesperson, you are either putting up the numbers or you are…
One of the easiest ways to fail as a salesperson is to avoid preparing for an upcoming meeting. Too often, salespeople show up to a prospect’s office with a…
No matter how strong your sales engine is, it can always use a tune-up. Start by making small changes. Optimizing your sales engine doesn’t have to be time-consuming. Think of…
Okay, “manifesto” is a big word, true. But discipline is HUGE. Eat your vegetables. Get enough sleep. Work hard. Spend time with family. Work out regularly. We know all these…
Interviewing sales people is one of the hardest things you can do. Some factors that contribute to sales success—like discipline, motivation, and planning skills—are difficult to assess in an interview….
Sales Engine is a tools and services company that helps firms build and tune their sales engine.