Archive for May, 2008

Who does your sales methodology serve?

One reason I remain agnostic about sales methodologies is that two key constituencies are often ignored. The first is the customer. How is the customer served by your sales process? Does it take the prospect as it finds them, considering in what…

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Prospecting!

This past weekend I spent some time with my Brother-in-Law who sells software to hospitals. It's a complex sale with a relatively long sales cycle (measured in years). He attributes his success this year (on target to smash his quota) to the…

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