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A week of hectic travel leaves you tired and frustrated.  Here are three steps to get organized and ensure success on your next sales trip: 1. Plan Ahead In order to get ahead of the competition, you need to be efficient.  By creating optimal routes and sticking to them, you'll steer clear of stressful situations during the week.  Cutting your driving by 20% means crushing your quota while everyone else is still on the road.  And since you can store your routes in an iCal, Outlook, or Google calendar, you'll know exactly what's on tap every day of the trip. 2. Track your Progress You shouldn't count…

As a field sales rep, you’re well experienced in the art of conversation. Sales is the act of bringing someone over to your side, and conversation is the best way to do that. A solid conversation creates action - it means a monthly quota met, a year-end bonus, and a happy customer. In a sense, every conversation is selling something; an opinion, suggestion, story, or idea. Salespeople require the skills to make this happen more than anyone. But outside of being charming and putting customers at ease, there are ways you can subtly sell more than you ever thought possible…

Global Warming's Destructive Reach On Christmas Eve 2015, not a single snowflake was spotted in New York City. Southern Californians are currently escaping destructive wildfires caused by excessive heat and droughts. And the 2011 Super Outbreak was just one in a series of tornadoes expected to get progressively more disruptive due to the warming ocean surfaces that fuel such storms. All these occurrences are the result of global warming. It is provoked by air pollutants, such as CO2, that absorb solar radiation and sunlight reflected by the earth’s surface and trap heat in the atmosphere, causing the planet to…

What type of business are you? The sales process for a B2B company is different than a consumer-facing business. Leads are gathered differently, there are more decision makers, and a distinct form of product knowledge is required for each. Understanding what type of business you are is the first step to becoming a better business. Your sales process defines how you sell your product to your customers. Your sales process will generally follow this format:   Lead Generation – Finding your customers, or helping them find you. This might be accomplished through cold calling, advertisements, inbound marketing, or other forms of lead…