Mar 29, 2015 | Uncategorized
There was a time when most enterprise sales reps had liberal expense accounts to take C-level execs to expensive dinners accompanied by the costliest wine offered. I’m not suggesting that “breaking bread” with customers is a bad thing, because it...
Mar 29, 2015 | Uncategorized
http://www.slideshare.net/TrueSalesResults/white-paper-on-boarding-2009
Mar 29, 2015 | Uncategorized
Strategic selling is like a complex symphony. And the conductor of the orchestra is the sales rep. There are various inflection points in a complex sales cycle and good sales reps understand when they need introduce the appropriate “instruments” within...