https://www.reachdev.com Specializing in Leadership, Presentation and Selling Skills Tue, 09 May 2017 22:29:38 +0000 en-US hourly 1 https://wordpress.org/?v=6.9.4 https://www.reachdev.com/5-keys-to-productive-selling/ https://www.reachdev.com/5-keys-to-productive-selling/#comments Tue, 09 May 2017 22:29:38 +0000 http://reachdev.com/?p=1375 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. […]

The post 5 Keys to Productive Selling first appeared on Reach Development Systems.]]> https://www.reachdev.com/5-keys-to-productive-selling/feed/ 2 https://www.reachdev.com/how-a-salesperson-can-build-negotiating-leverage/ https://www.reachdev.com/how-a-salesperson-can-build-negotiating-leverage/#respond Tue, 21 Mar 2017 01:09:37 +0000 http://reachdev.com/?p=1341 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 […]

The post How a Salesperson Can Build Negotiating Leverage first appeared on Reach Development Systems.]]> https://www.reachdev.com/how-a-salesperson-can-build-negotiating-leverage/feed/ 0 https://www.reachdev.com/pain-of-discipline-or-pain-of-regret/ https://www.reachdev.com/pain-of-discipline-or-pain-of-regret/#respond Tue, 28 Feb 2017 22:33:22 +0000 http://reachdev.com/?p=1336 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 […]

The post Pain of Discipline or Pain of Regret first appeared on Reach Development Systems.]]> https://www.reachdev.com/pain-of-discipline-or-pain-of-regret/feed/ 0 https://www.reachdev.com/why-most-company-pitches-are-ineffective/ https://www.reachdev.com/why-most-company-pitches-are-ineffective/#respond Tue, 06 Dec 2016 20:19:42 +0000 http://reachdev.com/?p=1237 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 […]

The post Why Most Company Pitches Are Ineffective first appeared on Reach Development Systems.]]> https://www.reachdev.com/why-most-company-pitches-are-ineffective/feed/ 0 https://www.reachdev.com/get-warm-leads-to-fight-the-winter-chill/ https://www.reachdev.com/get-warm-leads-to-fight-the-winter-chill/#respond Wed, 16 Nov 2016 21:52:13 +0000 http://reachdev.com/?p=1229 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 […]

The post Get Warm Leads to Fight the Winter Chill first appeared on Reach Development Systems.]]> https://www.reachdev.com/get-warm-leads-to-fight-the-winter-chill/feed/ 0