Blog Posts | Audio | Media | Documents
Sales is, at its core, a communication-based business. After all, if customers could make an informed purchase decision without communication, there would be no sales people. Put another way, sales professionals exist precisely to guide, choreograph and execute...
Customer service. Sales. These are often two separate worlds that, in many companies, are designed to co-exist but not connect. The idea is simple: Sales focuses on attracting and closing business with new customers, while customer service focuses on supporting and...
Traditionally, sales has been primarily viewed as an ‘individual sport’ where each sales person uses the force of his or her personality and drive, like a lone wolf, to hunt, chase and ‘take down’ business. More and more organizations are recognizing that the best...
In professional selling, the sale is never truly closed until the contract is signed (or until the check clears). Chances are, you know from hard-earned experience just how many things can go wrong at every point in the sales process. One way to help minimize...
As a business owner or sales manager, one of the greatest challenges you face is in how to configure your sales team. The traditional view of sales management boils down to viewing the sales ‘team’ only as a group of individuals, some of whom achieve quota more...
The idea that sales professionals should focus time and energy on building customer relationships seems straightforward, perhaps obvious. Yet in practice, most sales organizations don’t give this priority the emphasis it deserves. This is in part due to the...
