- In B2B sales, especially those that require complex decisions, consensus is necessary.
- Winning big deals means finding a way to help your clients gain the consensus of their organization.
- Learning how consensus works is worth…
There is nothing more critical to success in sales than your command of the fundamentals. Those fundamentals include things like prospecting, commitment-gaining, presenting, overcoming objections (what we more accurately describe as "resolving…Continue Reading
Of all the changes in selling over the last decade and a half, the changes on the buyer's side may be the most disruptive. No doubt that some part of that change belongs to the proliferation of information available via the internet. However,…Continue Reading
Note: This is not a political post. If your comments reveal your politics, I’ll most likely delete them. This post is about learning from what you see around you. The following statements are indisputable facts, not my political opinion.