What worked well in the past, is not effective any longer. Reality or myth?
Procurement are trained to get the best results for their company. When it comes to negotiating, what tactics do you have to avoid the tear shedding?
You don’t have to be skillful in memorizing 101 closing techniques. Instead adapt the new, modern way of selling and get many micro commitments from your prospects in a collaborative way.
Why do prospects turn you the cold shoulder? You do everything right, or is there something else you have missed?
When people seem to be busy and have no time to talk to you, ask them what they are busy with and why. Then, respond with a story to get their attention.
A change is happening in sales. In the next evolutionary step sales understand better where the customer is in their buying process so they can lead with relevant insights changing the buyer’s perspective on their current situation with challenges and future situation as a desired outcome.
2 MIN READ In most B2B markets, multiple companies sell similar products or services at once. To outperform the competition, your company needs to differentiate itself from the others. But how? The sales industry has been through a range of …