Archive for April, 2009
Let's start with the disclaimer. I am not saying that you should not have a sales process! That would be stupid and criminal. Having a plan with defined milestones makes perfect sense, and if you don't have a defined process you are not as…Continue Reading
SPIN Selling by Neil Rackham.
This is my first choice for every B2B Sales Rep's nightstand. First of all, much is made of closing sales. But as sales grow larger and more complex, closing strategies are not effective in and of themselves.…Continue Reading