I was doing a follow up call with an inside sales rep and their VP this week when we came face to face with the 800 pound gorilla in the game. Despite what it says on their business cards, what is the reps role, what do we expect them to do, how do they contribute [...]
Master Trigger Events to Increase Sales
With the imminent release of my book on Trigger Event Selling – Turning Prospects Into Customers by Harnessing Trigger Events, my co-author Craig Elias and I will be presenting a three part webinar series hosted by OneSource, an Infogroup company, that will show how to:
1. Exploit Untapped Opportunities: 3 Strategies for Using Executive [...]
No matter what you call it, research, background, prep work, knowledge gathering, there is always a good dialogue to be had around the question of how much of it a sales person should do in advance of and during a sale. The amusing thing about it is that in the end there are always more [...]
I had a call from the rep in a quandary; she had a client who was running her around, being very demanding and at the same time being less than straight with her. Having worked with her in the past, I know that she was not prone to panic so this had to be a [...]
Knowledge is power! knowledge is king! Nowhere is that more real than in sales. This is why many sales 2.0 tools have become as prominent as they have, because in the right hands they give the individual and the organization a definitive advantage.
This past week OneSource launched iSell, a tool that I suggest moves the [...]
