News & Articles

Many external and internal factors will affect sales team performance. The main characteristic of a pro-active sales culture is the low level of tolerance towards hesitation, defensive modes and excuses. Permitting sales producers to adopt a hesitation mode will negatively affect revenue and create obstacles...

In 2007 it took 3.68 cold call attempts to reach a prospect, according to research by TeleNet and Ovation Sales Group. Today it takes 8 attempts. If you want to sell over the phone you need to call, call and call. The Decision Makers are in...

Have you ever wondered what can be the main obstacle in creating a successful and a pro-active sales culture? We often heard different reasons such as difficult economic situations, different prices of products and services or blaming competition and customers. So what is it then? Believe it or not, this is simply the...

It is so sad to see a company decline. It is a doleful experience to watch a Management's desperate attempts to save it without knowing how. When a company is affected by fear it's extremely costly; hopeless investments in marketing and the engagement of pricey...

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