Selling Change Sales is predicated on change. Anyone disagree with me on this? The whole point of selling or buying is change is required or desired. You want a new car, the company needs new design software, an organization wants to take a new approach to marketing....
How Customer Company Culture Can Influence Sales “No companies, vendors, suppliers or anyone wishing to do business with [company] can contact directly or speak to anyone about their products or services, nor can they register their company, products or services on...
Understanding Sales Qualified Leads What qualifies as an opportunity and how do you identify a sales qualified lead when it comes along? Decision criteria can be all over the place depending on the individual salesperson or the organizational structure. Some folks use...
Impact of Capital Expenses and Operating Expenses Over the last three weeks we talked about the 3 key financial statements; the income statement, the balance sheet and the cashflow statement. Today we’re going to go a little deeper and talk about the difference...
Nurturing a Healthy Sales Organization for Long-Term Success Sales is hard. I say it all the time. In particular, running, leading and building sales teams is hard. But, just because it’s hard doesn’t mean we have to struggle. To establish a healthy sales organization...
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