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…Continue Reading
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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…Continue Reading
I love this old American Airlines commercial about a software salesperson. This hits the nail right on the head . . . we are responsible for the client's outcome. When you're really good, it's hard to know who employs you.