In sales there are order takers and order makers. Order takers are reactive. They listen and respond to customers requests. They respond to RFP’s. They give the customer what they ask for. Order takers sell in the now. They focus on what can bought...
Sales myths and catch phrases are thrown around in trainings and casual conversations constantly. If another person marches out the tired old sales myth “people buy from people they like.” I’m going to throw up in my mouth. This phrase is the dumbest and most...
It’s a sales manager’s job to know whether or not a salesperson is going to make quota. Part of that process is understanding what deals are real and will close, and which won’t. Deal reviews are a critical tool for sales managers to determine the...
I’m going to flip the script today. This blog normally helps sales people and sales leaders be better. This post is gonna go a different route. Today, I’m gonna help the buyer be a good buyer. As much as there are good and bad selling processes,...
There is nothing more frustrating to a sales person than when a client goes dark. Your last conversation was killer, you both agreed that your solution made sense. The prospect said they needed to share it with their team, run the numbers, look at another solution,...
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