Sales Management, Sales Training
Wow! If you spend a few minutes surfing blogs on sales and internet marketing, you can get the feeling that sales people are dinosaurs… Here’s an example posting. Its easy to get a bit myopic and assume that we (those of us reading and writing blogs)...
Lead Generation, Sales Management, Sales Training
I read a great article on Yoest the other day about a meeting with David Sandler. Funny thing is, when I met my first Sandler trainer, his approach was almost exactly the same… I expected him to act like every other sales person I’d ever met and start...
Lead Generation, Sales Management, Sales Training
Objectives: Put the sales person in control of the process and focus time on prospects that are ready to close Change the dynamics of the relationship – Customers expect the sales person to “chase” them and they take advantage of that fact. They...
