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The Most Natural Process to Success


“We are pleased to highly recommend Steve and his company as a training resource, and as a reliable partner.” 


Yousef Al-Halwani, Vice President Training Operations, PROJACS International


An interest in sales improvement is actually an interest to improve productivity—the results from your sales efforts. Since results are related to activities, skills, knowledge, data, etc., any, or a combination of, refinement in these areas may lead to improved sales. The starting point to improved sales is to decide where to invest your attention to improve.




  1. Consider your sales process;

  2. Identify the major steps that convert your potential clients into clients;

  3. Identify the activities involved in your process, which may include prospecting, nurturing, presentations, data management, negotiation, etc.;

  4. Select the activity or activities to achieve targeted improvement(s).


 NOTE:  Be aware! There could be a difference between what you think will improve your sales and what would actually improve sales. Areas to consider: 


  • Phone skills

  • Prospecting

  • Quality of data

  • Sales management

  • Data management

  • Presentation materials

  • Presentation skills

  • Strategies / Approaches

  • Ability to nurture opportunities

  • Degree of relevant knowledge (about sales, your prospects, etc.)


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