In the Beginning… Salespeople have always had to keep track of their opportunities. Traditionally, most carried around a briefcase or notebook to keep track of everything job related. As a ...
Raise your hand if you’ve heard any of these statements over the last 2 years: “67% of the buyer’s journey is now done digitally.” -SiriusDecisions “57% of the buyer’s journey ...
In the last few years we have seen radical changes in the sales landscape. Instead of the traditional contact-qualify-pitch-sell-close pattern, today it’s all about establishing relationships, discovering client pain points, ...
“Some B2B selling is essentially a person who is independent and operates on their own—the majority of the sales cycle finds them all by themselves. But in general with my ...
S. Sterling Company of Atlanta, Georgia is a sales and distribution firm representing electrical component suppliers to U.S. vehicle and equipment manufacturers throughout a 14-state region including the South, Southeast, ...
Introduction: “The Leads! The Leads!” There is one point that resonates with any salesperson who has seen the classic 1992 film Glengarry Glen Ross: “It’s the leads!” In that film, ...
For kids, the Land of Make Believe in Mister Rogers Neighborhood was a wonderful place to go, totally safe from harsh realities of life and filled with magical, whimsical characters ...
The balance of risk versus reward is a fundamental of sales and, actually, business itself. Each opportunity is weighed, taking into account the risk of the company against its eventual ...
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