A practical guide to finding success in the competitive world of sales, 90 DAYS TO SUCCESS IN SALES guides you every step of the way: from finding the right position and establishing good habits to goal setting, strategic planning, and putting that plan into action. Industry expert Mark Hoxie offers results-oriented information for today's sales professionals, regardless of the industry they represent or how many years of experience they may (or may not) have behind them.

Table of Contents

Introduction. 1. Basic Sales Theory. Why Sales? Inside versus Outside Sales. Inbound vs Prospected Sales. Business to Business and Business to Consumer Sales. Compensation & Benefits. Myths & the Salesman reputation. 2. Getting Started. Education and Training. Product Knowledge. Sales Teams. Infrastructure. Organization. Goal Setting. 3. Prospecting. Identifying & Reaching Your Potential Customers. Marketing. Non-traditional approaches. Warm vs. Cold Leads. 4. Anatomy of a Sale. Prospecting. Opening. Discovery & Fact Finding. Proposal. Everyone's least favorite C-word, "Closing". 5. Sales Techniques. Tailoring your process to your personality. Sales methods: Pros & Cons. 6. Continued Growth and Success. Avoiding the accordion. Goal & Time Management. 7. Advanced Sales Theory. Psychology of the sale. Leading the client. Less is more. 8. Industry Specifics. Advertising Sales. Real Estate. Financial & Insurance. Retail. Home Improvement & Construction. Medical. Auto. Manufacturing & Supply Chain. 9. Finding Work in Sales. What to look for. Your Resume. The interview. Follow up. 10. Sales Management. Management's Role. Transition from Sales. Reciprocal Motivation.