In Search of Sales Subtext
To win more complex B2B sales, change the phrase “it’s the economy, stupid” —to— “it’s the sales subtext, stupid.” The altered phrase will remind sales reps to [...]
To win more complex B2B sales, change the phrase “it’s the economy, stupid” —to— “it’s the sales subtext, stupid.” The altered phrase will remind sales reps to [...]
It can get a bit old hearing B2B sales reps discuss why customers bought or didn’t buy. I’m speaking about outsourced services in general, where sales reps compete for large contracts [...]
A major pursuit in B2B sales is the process of hunting a whale of a contract. Hunting those large dollar, multi-year, behemoths is dictated by a calendar. And that calendar is further divided up [...]