The Sales Blog
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. I've been compensated to contribute to this program, but the opinions expressed in … [Read more...]
One of the keys to prospecting effectively is having a differentiated, compelling idea. You get in because you have some way that you can help your prospective client with some new or better outcome. It’s your ideas that make you worth meeting with (and it’s your lack of … [Read more...]
You've got a full pipeline. So full that you're not sure you can handle all of the opportunities you are certain to win. But you're already buried alive, and you really want some quality of life. So you lift your foot off the accelerator. Then, the opportunities that were coming … [Read more...]
Leaving A Trail of Negativity Behind You