Sell Low: Actual Decision-Makers and When NOT to Sell to the C-Suite The drumbeat from the sales experts has always been the same: Sell High. Always sell to the decision-maker. Don’t waste your time with anyone else. Talk to the CEO and tell her that you want to...
What happens after the sale is more influential in determining the probability of repeat business than anything the salesperson can do. If the customer’s experience with your company during the post-sale phase is substantially different than it was during the...
Not long ago I read a blog posting about the art of the follow-up. I liked the general concept presented by the author, that there are skills we can all learn that will improve the effectiveness of our sales follow-up. It was hard to argue with his premise. He...
You don’t need to hire an expensive outsider to help you jump-start your sales.
When you are prospecting for new leads are you looking for prospects that want to buy a product or service that is like yours? Or, are you searching for prospects that need exactly what you have to sell?