Some salespeople are very creative in nudging customers to like them and be top of mind just in case their competitors drop the ball. Many companies have their own gift stores so that sales execs can leave ‘Goodies’ like calendars, …
Salespeople are very good selling opportunities for the customer when changing. But what about selling the risks of not changing?
Answer these three questions to be well prepared, for every meeting.
The preparation of calls and meetings is changing. Are you preparing with the buyer’s perspective?
To achieve growth you need to focus on the right opportunities. Use the Pipeline Shuffle to determine which non-successful opportunities are worthwhile to revisit.