SBD/April 29, 2013/People and Pop Culture

From The Executive Editor: Get The Full Download On Building A Top Sales Culture

Sutton (l) discussed how to develop successful sales cultures at organizations
One of the more popular sessions at our recent Sports Facilities & Franchises and Ticket Symposium was our annual look at developing a successful sales culture within your organization, led by our contributing columnist BILL SUTTON. The panel always provides smart insights from experienced people who are on the front lines. Sports Sales Consulting’s CHARLIE CHISLAGHI outlined the attributes he sees in the best sales execs: “Competitiveness. They are very aggressive. They are well-prepared to deal with the monotony of making a hundred calls a day, because they understand it gets them to the critical mass of the prospects with whom they have to speak to. ... No. 2, they are engaging. They can engage in a conversation in which they share about themselves. Not just talk to you about them, but engage in a conversation that’s two ways. So not only engage in a two-way conversation; they can understand what it means to initiate.” If you are interested in reading the full transcript of this event, visit our newsroom blog, On The Ground. The full session will be posted in sections throughout this week. It is a helpful, educational “print and share” with your sales team.
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