Whenever I ask salespeople to rate themselves on their competence in the different parts of the sales process, they invariably rate themselves low at closing the sale.
Every sales organization, and every sales process, begins with identifying suspects—people and organizations you suspect may one day do business with you.
In the B2B world, the relationship between the customer and the vendor—and more specifically—the vendor's salesperson, can be of utmost importance.
Why should someone spend time with you?" That was the question I asked the six salespeople who were the subjects of an intense week-long training session.
I call it FIP. Fine in the Past. It refers to all the sales and marketing efforts, ideas, policies, principles, techniques and strategies that worked well in the past (i.e., before 2010), but are no longer effective.
Are you wasting your customers' time?