The Sales Blog
When opening relationships is more difficult than closing, why wouldn’t you have a strategy for getting in at any level? Why stick to the C-Suite? If you come in at the highest level, you’ve probably found the authority you need, the person who will sign an agreement. You … [Read more...]
“Hooray! We can have the business if we match their existing supplier’s price.” Why would you ever have to match your prospect’s existing supplier’s price? Why would your prospect be compelled to change if they didn’t believe some better result was possible? And if … [Read more...]
Leaving A Trail of Negativity Behind You