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Central Scotland | amackie@sandler.com
 

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Prospecting & Qualifying

In today's market, it takes more than positive attitudes and charm to succeed in sales. It requires a systematic approach, successful behaviours and tools for maintaining control.
If you are looking to become more successful and powerful in sales, try these Sandler tools.

Sales professionals are increasingly using LinkedIn as a primary source of new leads and revenue.

What system or model is your business currently using for categorising clients and prospects? From my observations, many businesses have no formal categorising in place. Salespeople within these organisations waste a vast amount of resources. There is no common understanding of what role does each account play in achieving the business goals. Provide clarity and the common language within the organisation by identifying these four account types.

Are you or your salespeople stuck in the old-fashioned approach to bonding and rapport? Have you built a wall between you and your prospect?