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Sales Calls Are Always Better When They Are Planned

We've all seen it. The team heads out to an appointment and someone asks "who are we meeting with?" That is followed by "what are we there to talk about." The quality of the pre call planning is dependent on the length of the drive to the prospects offices! That is not good business even in great economic conditions. In this economy, when appointments and qualified opportunities might seem more scarce, it is a disaster.

In his well written sales blog, Dave Kahle offers some great advice about how to prepare and plan for a sales call.