LinkedIn Introductions are Prospecting Bliss
LinkedIn is the greatest B2B prospecting tool on Earth; not the only one but definitely the best at overcoming constraints. And digging for sales is as much about overcoming constraints as it is [...]
Buying Cycle – the 4 Stages of Receptiveness
Sales reps traverse their way along the buying cycle; pushing, pulling, influencing buyers from one stage to the next, with the hopeful outcome a sale. During that journey reps must discover when [...]
Glass Half Full – Flip the Meaning of Sales Terms
The sky has fallen: who doesn’t acknowledge that selling has changed? Customers who know their problems now search the web to source and vett suppliers and solutions. All this before [...]
Why All Sales Reps Must Read “Made to Stick”
Sales reps sell ideas; not products or services or technologies. But ideas that customers comprehend and covet. Because sales reps’ ideas are brought to life by their products, services or [...]
