HarborLight Services

Creating the engaged/high performance workforce

Browsing Posts in Sales

Most everyone has heard of, or experienced the 80/20 rule—80% of the sales come from 20% of the salespeople. For businesses with 5 or more salespeople, it is very common to discover that the top producer generates 3 or 4 times the production of the bottom producer, and it’s pretty obvious that it would be [...]

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I’ve read the articles, blog posts, even a few books that have been written on the topic of Cold Calling and its relevance in today’s sales process. Many profess that the cold call is dead. They claim it’s been replaced with flashy websites, content rich blogs, webinars, and seminars.  I disagree. I like technology and [...]

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A clear shift has taken place in what prospects are thinking.  Are your salespeople aware of this shift to customer focus?  Some good points are made in the linked article appearing in  Sales & Marketing They accurately reflect my observations and experiences culminating from countless numbers of meetings with Business Owners and Sales Managers. Each [...]

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