How to guarantee a crappy sales call

How to guarantee a crappy sales call

I assume you are not actually looking for this advice, but I’m using this topic to get your attention because we have all probably been a little guilty in this area. The area I am talking about is preparation. So, if you want to make a totally unproductive sales call,...
Sell the experience – not the product

Sell the experience – not the product

  In my humble opinion, as professional salespeople, many times we focus all of our energy on the technical benefits of our product, how we compare to the competition, and the cost-benefit analysis. The technical aspects and cost are certainly critical to the...
What is the goal of your initial sales call?

What is the goal of your initial sales call?

Is it to convince your prospects that you have the best solution to their problem? Is it to attempt to kill the competition? Perhaps it’s to make sure you get through your entire PowerPoint presentation. Or maybe you want to make it clear that your company is the...
Have a mentor-be a mentor

Have a mentor-be a mentor

Corporate sales training and sales management typically are the components that B2B sales executives rely on for quota achievement. Corporate sales training most likely will focus on industry trends, product knowledge, competition, etc. Maybe even ROI and translating...