If you’re just starting to build a team at the Southwestern Company, or you’re making sales calls somewhere else, I have some advice: Go Warm. I talk to many new student managers, and they’re eager to prospect–to get names through questionnaires and class surveys. In other words, their first instinct is to get lists of “cold” prospects [...]
Southwestern Sales Talk
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Continuing in my “worst ever” series…. As the gatekeeper for Southwestern Company, I get lots of random sales pitches and marketing promotions at work. This may be a bit of a stretch for a sales blog, but here is a real email promotion we received recently at The Southwestern Company. I include the sales pitch in [...]
Whether you’re a bookseller with Southwestern, or you’re in another sales career, you’ve probably heard or used the excuse “I just don’t have anyone to call on!” Fishing in a pond without fish is not fun. Our job is to find the ponds that have fish. There is a large body of water that a lot [...]
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