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Joe Ippolito Articles

Written by: Joe Ippolito

What Is Your Sales Process? - Click To Read Article
To improve salespeople's performance, the first task is to help them discover that they just might not be as good as they think they are, and then train them to be as good as they thought they we

Set High Standards For Your Sales Force - Click To Read Article
As the sales leader, it is your job to not allow your sales team to use obstacles as an excuse. If you accept these obstacles, you become an inadvertent enabler of your team's lack of sales results, a hidden liability and self-fulfilling prophecy to your sales and profit shortfalls.

Trained Sales People Rarely Get Outsold! - Click To Read Article
Salespeople will never admit that they got outsold because of a lack of sales skills.

Sales People Need More Than Product Knowledge - Click To Read Article
Companies invest time and energy to ensure that their sales force is well versed in product knowledge, and this is important. However, many don't invest the same amount of time helping their team maximize this product knowledge through sales training and sales process skills. As a sales leader, if you truly desire the best performance, you need both.

Do You Have A Game Plan? - Click To Read Article
In sales, Game Day is the moment when you interact with a prospect or client. It could be making an initial appointment, conducting a sales call, generating referrals, up-selling or cross-selling existing accounts. To maximize the chances for success, hours of preparation -- including training, coaching and practicing -- pay off.

Create Success With Professional Development - Click To Read Article
To be successful, sales people must develop their professional abilities, because sales is a thinking person's business. Charm is an asset, but in the big picture, it's far less important than the system you use and the control you have in the buyer-seller process. The reality is that everyone needs ongoing reinforcement training to be their best. To commit to professional excellence, we all need to go back to school.

Discover Your Team’s Weaknesses - Click To Read Article
As a sales leader, do you wonder why members of your team can't seem to perform to they level you expect?

What Kind of Sales Manager Are You? - Click To Read Article
As a sales manager, are you maximizing the individual performance of your sales team?

Wash, Rinse, Repeat - Click To Read Article
Most sales executives spend their time managing territories, developing account strategies, and setting quotas. However few pay attention to their sales process.

Develop an Efficient Sales Team - Click To Read Article
How do you determine if your sales team's efforts to develop a selling opportunity are a wise investment of their time or a waste of their time?

Assembly a Successful Sales Team - Click To Read Article
Does your company's success depend on the performance of your sales team? Take a close look at those on the front line. Do you believe that you have the people on board who can take you where you need to go in 2012?

Trade Show Selling - Click To Read Article
Trade shows provide a unique but different type of opportunity to sell your products and services. Here are some tips to help you maximize your time and effectivness.

Product Training is Not Enough! - Click To Read Article
Many small business owners invest time and energy to ensure that their sales people are well versed in fully understanding the products the sell. Some even take the time to train their teams on how to differentiate their offerings to gain a competitive advantage. This is all good.

Fishing and Selling - Click To Read Article
What do fishing and selling have in common? Anyone....

What Makes a Great Sales Professional? - Click To Read Article
Being great in sales is not about having the "gift of gab" or being aggressive. There are three critical attributes for sales success today. Read on for more.....

Motivation or Sales Process? - Click To Read Article
Many people are looking for a quick fix when it comes to.....

How Beliefs Can Sabotage the Sale - Click To Read Article
Many times as sales people, our personal beliefs can get in the way of our success regardless of what we are selling and at what price.....read on..

Dig Deeper For A Shorter Sales Cycle - Click To Read Article
You can shorten your sales cycles and close business faster in spite of the economy. it's up to you to avoid.......

Are You a Leader or an Enabler? - Click To Read Article
Are you looking internally or externally to solve current business challenges....

Golf and Sales - Click To Read Article
People see the world as they need to, not as it is....





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