A salesperson reached out to me, asking if I could walk her through the concept of “Gaining Consensus is the New Closing.” She is facing multiple stakeholders, of which the Marketing Director is her Change Champion. She had valuable conversations …
Last week, I was out with the frontline sales. I was so happy to see excellent discovery meetings. The stakeholders we met kept taking notes and asked the sales executive for more information and to meet with the business owner …
The ink on the proposal was not even dry, or Jim was already in the car on the way to a crucial meeting. Should he have waited a little longer? No, Jim was just too excited. He worked towards this …
Recently, I spoke to a front line Sales person asking about her experience so far with the new way of selling. She felt she was perceived as more credible and insightful in meetings. In addition, stakeholders gave her feedback that …