In this episode of Sales [UN]Training, Kelly Riggs reveals the most important thing in sales. The most important thing is opportunity, and what is the one thing that creates opportunity? Yeah, you might not like the answer, but prospecting is the key to creating that most important thing, because it turns leads into opportunities.  And yes it may be a bit of a dirty word, because it's often the most laborious part of a seller's job. But three-quarters of salespeople fail due to lack of high-quality, qualified opportunities. Kelly also discusses the weaknesses of sales training, the 80/20 rule, balancing good service with good sense, gives a strategic approach to trade shows that can make them a goldmine for lead generation, and introduces the Objective Management Group's sales candidate assessment tool to improve hiring processes.

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Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions