Expertise in the product you are selling is a key success factor to wining deals and achieving sales excellence. However, sales professionalism is still part of the overall process and simply having product knowledge does not guarantee a deal. A common mistake made by the super knowledgeable sales person is to start rattling off all [...]
As sales professionals we are all working toward achieving our goals and demonstrating sales excellence in everything we do. Today, I received a call from a telemarketer who interrupted my day to try to sell me something. I had a few minutes to spare between meetings and am intensely curious about sales tactics both good [...]
Much has been written on the conversion of leads to qualified opportunities and ultimate closure. Today we will discuss a generic approach to qualifying deals.
“By failing to prepare you are preparing to fail.” Ben Franklin