1205, 2020

9 Expert Tips for Spotting Bad Sales Habits In New Hires

You don't need psychological superpowers to scan potential candidates for sales-resistant behaviors.  For sales managers, recruiters and hiring agents, finding the right candidates to fill a sales team can seem like an insurmountable task. Hiring someone with sales-resistant behaviors, such as fear of rejection, excessive preparation and role shaming, can cost

1504, 2020

Cultivate a Mindset for Barrier-Free Prospecting

Taking fear out of the equation keeps your focus on success. We know that salespeople face a tremendous number of obstacles and challenges throughout the journey of their careers, such as changing market forces, fierce competition and downsizing budgets. But did you know that the most common business-development barrier is

1709, 2019

Converting More Leads to Closed Sales

Generating sales leads is the crucial starting point of the sales process.  These leads can be obtained from multiple sources.  Yet a primary challenge for salespeople is actually following up with leads.  As explained by marketing strategist Christopher Risen, “Following up on sales is not the easiest of tasks. Many a fledgling sales professional or

3005, 2019

What Is Prospecting, Really?

Prospecting as defined by the online dictionary is the act of “searching for mineral deposits in a place, especially by means of experimental drilling and excavation.” In modern times, we use it according to its alternative definition – to look out for; search for. But somehow, in sales, the word

2305, 2019

5 Tips for Senior Execs to Lead an Authentic, Pro-Sales Culture

If you lead a “for profit” organization, then presumably you want some of the people who work for you to sell your products and services. You may call these people advisors, solutions consultants, relationship managers, etc., but if continuation in their jobs depends on their ability to acquire new business, then they

2802, 2019

Remembering John F. Goodson

1953 - 2019 It is with great sadness that BSRP announces the loss of former-staff member, colleague and friend, John F. Goodson. John was born on July 13, 1953, and passed away peacefully with his sister and BSRP co-founder, Shannon Goodson, by his side on February 22, 2019, after

702, 2019

4 Steps To Beating Call Reluctance

Is Sales Call Reluctance® holding your career hostage? There are four general steps to beating Call Reluctance. Many call reluctant individuals and organizations are unable to proceed through the four, but motivated salespeople and sales-oriented organizations can and do. Everyday. However, in the spirit of full disclosure, it is easier to

2012, 2018

Behavioral Sciences Celebrates Executive VP’s Years Of Service

Trelitha R. Bryant Celebrates 20 Year Anniversary Dallas, Texas, December 20, 2018 – Trelitha R. Bryant, Executive Vice President of Field Testing & Research at the corporate office of Behavioral Sciences Research Press, Inc. (BSRP), recently celebrated 20 years of service with BSRP. BSRP co-founder and Call Reluctance pioneer, George