SALES CYCLE  –  PROSPECTING

Your phone is your most important sales tool. Period

When I work with sales teams and their leaders, I take the success factors approach, that is, looking at the factors that enable success. This is somewhat similar to a...

Don’t be fooled: in sales, the relationship is not more important than the solution, nor vice versa (2)

A  polemic topic of discussion in every sales team or organization I’ve collaborated with, is the idea that building a relationship is more important than the solution you are selling,...

Build a Real Success Story, don’t improvise

A success story is designed to help you create credibility with prospects. You want to use them frequently, and as an introduction of yourself and your company in the first...