I write for two different audiences. On the blog I write for management, while I write for salespeople over at my Baseline Selling Tips. Today I'm killing two birds with one stone, a case history for both audiences. Click here to read Case History - Dealing with No Responses and Negative Responses.
Now the sales management lesson. Do you train and coach your salespeople on how to effectively use voice mail and email?
When you conduct strategic account management, pre-call strategizing and post call debriefing, do you help your salespeople reach prospects that haven't responded?
What can you do better in this area?
(c) 2008 Dave Kurlan