Jim Holmes
Vice President
Action Selling

How to Set Call Objectives that Drive Results


If you take the time to set strong, achievable objectives for each sales call, you can shorten your sales cycle by 25-50%, according to research by Action Selling. However, the organization also found that 99% of the sales professionals fail to set appropriate objectives. Tune in to this webinar to learn:

  • The 5 buying decisions made on every call
  • The 3 buyer types and why are they important
  • Changes in call objectives: when to make them and how to manage them
  • Techniques for gaining commitment on every
Course Format:  Webinar
Length:  Audio run time is 43:49
Recorded On: 1/27/2016

About the Presenter


Jim Holmes is a Vice President and Certified Training Consultant for The Sales Board and Action Selling. Jim has more than 35 years' experience in sales, marketing and business development, in start-ups, SMB and Fortune 100 sales environments. Jim has trained numerous sales organizations in a variety of vertical markets. With an extensive business background, he has worked with start-ups, run-ups, roll-ups and blow-ups and every type of sales organization. Jim has earned numerous professional and technical designations and attained his MBA degree from Eastern University in Philadelphia, PA.