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Go for the “No” Early in the Sales Process
There are multiple keys to successful selling. In a blog from last July, I discuss 5 very important activities that drive sales success! Any discussion about successful selling has to include your productivity and effectiveness as well as closing more business. But working harder isn’t always the answer to selling more. Being more productive and effective […]
Prospecting or Selling: Which One Really Drives Sales Growth?
I’m stuck this morning. I’m reading “Building A Story Brand” by Don Miller and I'm looking over my own book “The Best Prospecting Book Ever Written”. Don points out in chapter 7 that in order to get a prospect to push the ‘buy now’ button they have to trust that everything is going to turn […]
G2- Two Requirements to Close the Sales Opportunity Gap
There is a sales production target out there – somewhere. It’s different for every person and every organization but it’s out there. And for every person and every organization there is the actual sales production result that is being achieved today. That is the Sales Opportunity Gap.