I posted a blog about the benefits of sending an agenda only five weeks ago. Then, last week, I was facilitating a training for Enterprise salespeople where this came up again (thanks Warren van Dyk) and I realized more and …
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 …
We have all done it and are still experiencing it when prospecting: stumbling over your words because your customer reacts differently to what you expected. In particular, when meeting with someone you have never met, your brain must work hard …