The sell sheet did nothing to improve the salespeople who used them when they called on their prospective clients. Like the catalogue, it may have improved sales, but it did nothing to make the salesperson more effective. It allowed for more…Continue Reading
There can be no deal if both sides refuse to negotiate and seek a solution.
One side believes that letting go of their position means losing. In their view, there is nothing as valuable as the place that they have staked out. The other side…Continue Reading
The word data means facts and statistics that have been in some way collected. Our technologies now allow us to collect an endless amount of data, some of which is helpful in making sense of our world, as well as assisting with better decisions.…Continue Reading
Where there is smoke, there is fire.
If your prospective client has been through five vendors in the last five years, there is a small chance that they haven’t yet found the right partner. There is a better chance that they are a difficult…Continue Reading
The buyer is doing massive research. Massive? No. Some surface level research? Yes. First, I ask you to reflect on your last nine or ten sales calls and see if there is anything that should cause you to believe that your prospective client is…Continue Reading