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Sales Leadership

How to Make A New Sales Person Successful Fast

Recently, a small business owner approached me with a challenge he was facing. His business was growing and he was in the process of transitioning out of the role of the primary salesperson, so he hired an experienced salesperson to replace...

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Mike Faherty

Mike Faherty is the Founder & CEO of ProSales Connection, a sales and marketing firm based in Houston, Texas. ProSales Connection specializes in helping B2B and technology companies grow through sales appointment setting and outsourced inside sales programs.

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How to Make A New Sales Person Successful Fast

Recently, a small business owner approached me with a challenge he was facing. His business was growing and he was in the process of transitioning

3 Steps to Increase Sales Without Improving the Close Rate

As we work with businesses to help them sell more and grow their revenues, we often find that there is a lack of basic understanding of the principle

Why Most B2B Appointment-Setting Campaigns Never Work

For most businesses, getting their expert salespeople in front of new business prospects is the secret to fast growth and long-term business success.

How Much Time Should Your Sales Team Spend Prospecting?

Prospecting for leads is a vital part of the sales process. But, how much time should your sales team spend on lead prospecting? It depends on how

How to Avoid (or Reverse) a Hostile Prospect Call

When your sales team experiences a hostile prospect call, it’s time to review your processes to determine what caused the hostility. If your

3 Ways to Make Gatekeepers Love You

What I am asked the most about by professional salespeople is cold calling strategies to get past gatekeepers. It is a tricky task that can frustrate

How to Sell to Experts and Win

One of the most intimidating scenarios that professional salespeople find themselves in is selling to an expert. At times it can feel like standing

Death to Buzzwords, Not Your Audience

Last week, I connected with a former colleague on LinkedIn. As I checked out his profile, I noticed that he was now working for a new technology

How to Make the Best Business Decisions Fast

As a leading decision-maker, you are called upon to make strategic business decisions every day.

Smile Your Way to More Sales

If you have ever gone through customer service training in a call center environment, you have undoubtedly been trained to “smile with your voice.”

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