Eric Slife
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Article
10 Management Mistakes To Avoid
Too many companies lose money because their sales management team continues to make the same preventable mistakes. These common mistakes result in poor sales performance. The following are some of the most common sales management mistakes: 1. Confuse Product Training for Sales Training – Companies spend thousands of dollars and their sales people spend countless hours every year trying to keep up with all the new bells and whistles of their latest products. Unfortunately, th
February 1, 2010
Article
Please... Return My Call
Please… Return My Callr By Eric Slife Getting prospects to return your calls is one of the most frustrating problems you experience. You can be 90% sure a deal will close in the next week and suddenly, silence. If you keep calling, you appear desperate and annoying, so what do you do? Before you drive yourself completely crazy, take solace in the fact your competition faces the same problem. However, that alone won’t pay the bills. Before exploring some tactics that will he
January 13, 2010
Article
It's Not in The Budget
“It’s not in the budget.” Sound familiar? This is probably the number one objection most salespeople have experienced the last two years, and it’s not a smoke screen. What do you do when your prospects tighten their purse strings? The primary reason sales people encounter this objection is because their product or solution isn’t a high priority. Businesses highest priorities are their Critical Success Factors (CFS). If anyone of these factors fails, the business will eventu
January 13, 2010
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