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In Pursuit of the C-Level How to speed up sales prospecting results
In Pursuit of the C-Level How to speed up sales prospecting results Sales managers are tasked with getting more results out of their sales team members each week, but there is a limit to how many hours sales reps can and will work. At Kingston Training Group (KTG), we believe the dealership’s job is to guarantee cust... Read More

Recruitment Quotas An important metric for sales managers to tackle
Recruitment Quotas An important metric for sales managers to tackle Sales quotas are not the only metrics that need to be met by a successful office technology sales manager. Recruitment quotas must be established to create the pool of candidates a dealership needs to succeed in building a money-making, energized and... Read More

Smarter Calendarization A powerful time management tool & motivator
Smarter Calendarization A powerful time management tool & motivator Many sales executives approach their calendars as spots where they list some of their upcoming “action items.” But what they do not see is that proper “calendarization” is a powerful time management tool and can be effectively... Read More

Prospecting & COVID-19 Alternative phrases to consider with social distancing
Prospecting & COVID-19 Alternative phrases to consider with social distancing During the COVID-19 pandemic, business has adjusted. Today, we are well aware of that and must respect the fact that some prospects and current customers might not want to meet with us face-to-face, whether they are telecommuting or just trying to ke... Read More

Exceptional Customer Service Improve communications through standardization
Exceptional Customer Service Improve communications through standardization In 2021, anyone can sell an MFP (with the right training), but it is the customer service that keeps the client. How is your dealership maintaining a meaningful customer relationship before, during and (especially) well beyond the sale? Do you know w... Read More

How to Enhance Prospecting to Sell More in 2018 – Part II
How to Enhance Prospecting to Sell More in 2018 – Part II Learn about the research you should perform before reaching out to your prospects. Read More

How to Enhance Prospecting to Sell More in 2018 – Part I
How to Enhance Prospecting to Sell More in 2018 – Part I Defining a qualified prospect in business technology and creating a prospect list Read More

7 key concepts every dealership should use
7 key concepts every dealership should use The goal of prospecting, is for the Sales Executive (SE) to deliver a unique proposition that creates enough perceived value so that the business technology prospect will want to meet with the SE. Read More

‘Sharpening the Axe’: Preparation creates the platform for success
‘Sharpening the Axe’: Preparation creates the platform for success ‘Sharpening the Axe’: Preparation creates the platform for success Read More

 12NextLast1-10 of 17