by Bill Hellkamp One of the biggest challenges I hear from sales professionals is how busy they are and how difficult it is to get everything done. With three to five appointments each day, prospecting and follow-up calls, letters, proposals, customer service and a hundred other items, it is no wonder that they are concerned. […]

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By Bill Hellkamp For many of us in sales we can feel that the buyer has all of the control when it comes time to negotiate the price and terms of a deal. The power of the purse is very high, of course. And the purchaser always has the option to walk away from the […]

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By Bill Hellkamp Hard work is, well, it’s HARD! And I don’t want to do it any more than you do. Discipline, too, has become a negative for many in our culture. “What about my free spirit, man? You can’t put me in that box.” Putting yourself on a schedule, getting things done on a […]

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by Bill Hellkamp Because of my unique position as a consultant in both sales and public speaking, I am often asked to evaluate company pitches. In 25 years of doing this, I have found very few that are useful to the sales process. Conversely, I would contend that most of them either confuse or alienate […]

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by Bill Hellkamp For years your sales manager has told you to develop “warm” leads because they are easier to call and your appointment ratio will improve. I couldn’t agree more. So to that end, here are some tips for getting more of those toasty prospects. Build Your Network – You must attend functions where […]

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