Perhaps the situation may change someday for your non-interested prospect. Whether selling books in college door-to-door to Mrs. Jones or later selling sophisticated hardware and software solutions to professional business… read more →
There’s a necessary meeting every week that drives both sales reps and sales managers to mixed levels of anxiety and frustration. It’s the weekly Forecast and Pipeline Review meeting. This… read more →
There’s a rekindled debate going on about a tired topic: sales process. With new emphasis on the buying process and alignment and technologies driving process and sales enablement, the whole… read more →
In addition to good probing skills during the early stages of the sales cycle, qualification skills are fundamental to effective selling. Many a deal has moved down the sales cycle… read more →
The biggest mistake that sales reps make in sales meetings is mismanaging the discussion flow and failing to appropriately extract enough valuable information from the customer. This is easier said… read more →
It’s been going on for some time now. The evolution of sales teams toward a more granular segmentation of selling units. What started out naturally is now a fast-moving phenomenon… read more →
It’s the 3rd month of the calendar year. We’re less than 90 days into 2014 and it’s already clear who’s going to have a great year. (If you’re on a… read more →