Archive for June, 2011
Finding your way through your dream client’s company can be challenging. The more complex the sale, the more likely it is that there are many contacts that will be affected by your solution. The more important what you sell is to your dream…Continue Reading
A professional sports team spends the majority of their time practicing, honing both their individual skills and their ability to play well as a team. They spend very little time actually playing.
A great musical act or theater production looks…Continue Reading
It benefits you greatly to have a power sponsor within your dream client. It helps tremendously to have someone to act as your champion, greasing the skids for you and helping you to find your way. It’s also nice to have someone on the inside…Continue Reading
I have written in the past about how I don’t believe buyers should want or encourage a fair buying process. Especially not fair as it pertains to letting an RFP and trying to create a level playing field.
As a buyer, you should want to stack the…Continue Reading
Sales meetings, despite their sometimes less-than-flattering reputations, are necessary to effectively running a sales organization. Are we sometimes guilty of holding too many meetings? Yes, we are. Are we equally guilty of the occasional meeting…Continue Reading