To run an effective sales team you should know your own company’s sales process. That is, the steps it takes to go from finding an opportunity to closing and implementing a sale. But do you know your customer’s buying process? … Read More
As you reflect back on 2013, are you happy with your sales performance? Do you wish you had done better? Have you put a plan in place to achieve your sales goals in 2014? Now is the time to commit … Read More
The way in which prospects and customers want to deal with sales people has changed dramatically over the past several years. Some of you may recall the days of relationship selling, needs-based selling, question-based selling, followed by selling to address … Read More