If buyers could get by without salespeople, do you think they would? I think most would say yes simply because when buyers/prospects think about “a salesperson” they don’t typically think about someone who brings real value to their organization. Why? Because most salespeople have done a poor job of really helping the prospect. Salespeople are
It’s about the process Ryan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and gotten behind on work that he needed to finish before the end of the day. He then got a call from Wayne, a prospect who introduced himself by saying: “I’ve
Are salespeople born or are they made? I hear this question a lot. Surprisingly, the answer is “made.” Believe it or not, there are learned characteristics that help catapult success in sales. And they aren’t what you think. First and foremost, when it comes to sales success, the two most important things you have
What’s the new normal when it comes to developing business? This is not the old ‘ask a few questions, give your features and benefits and trial close’. The 70s wants their slick sales guy back. Today you need to be smart, curious and a true consultant to sell. Here are a few things that
