by Nate Watson | Aug 1, 2011 | News
New salespeople often struggle to focus on the right opportunities, and this often keeps them from meeting their quotas or closing unprofitable deals. However, new salespeople should not be faulted for their lack of focus, because generating an ever increasing number...
by Nate Watson | Jul 15, 2011 | News
I stopped blogging in November 2010 after almost a year of daily updates because I realized that, while people were reading my materials, my clients weren’t. I realized then that I needed to change the focus of my writing. Previously I had been writing about what I...
by Nate Watson | Jul 8, 2011 | Featured Posts, News
The following is an introduction to the basic sales process we teach new sales reps at CAN. Our 6 step sales process guides them from selecting the right prospects, making first contact, selecting your sales approach, your first face-to-face meeting,...
by Nate Watson | Jun 28, 2011 | News
The CAN sales team has been able improve customer satisfaction, close more deals and spend our time more effectively by adopting a 2 part sales process. Our process consists of qualifying our clients during the first sales call, and then returning to make a sales...
by Nate Watson | Jun 13, 2011 | News
Estimating return on investment (ROI) can be a very effective sales tool, however it is difficult to calculate and if a prospect perceives it as a guarantee it can hurt your brand. The problems with ROI stem from trying to reduce, without much investment in time or...
