Roger Wentworth

Ask salespeople to list their least favorite selling activities, and you can count on “prospecting” being at the top of the list. And, the least favorite of all prospecting activities is unquestionably making cold calls.

Everyone is looking for the magic formula for sales. Well there is no magic formula but there are some things that can be derived to create a repeatable formula for success in sales.

The life blood of most companies is their selling competency, capacity and results. But what does that mean beyond looking at the sales numbers for last month?

"We're better than the competition, but our prospects don't buy it."

"We need to break into a new market, but my salespeople aren't making any headway."

"Why do we have so few sales when our salespeople work so hard?"

“I’m disappointed in our sales performance. Our people’s activities seem scattered.”

"Our salespeople can't close as well as they should."

"Our sales volume just isn't what it should be."

“I can’t depend on our sales forecasts.”