SALES PROCESS & METHODOLOGYHow to Find Influencers in Major Accounts
You have courted everyone at "Major XYZ Company," from decision makers to the janitorial staff, in your quest to land this major account. People seem… Read ArticleHow to Double Your Influence with Customers and Win the Deal
If you can show how your solution can impact the customer's bottom line, you'll win the sale. Right? Maybe not, says Rick Page, author of… Read ArticleIs the Customer Missing from Your Sales Process?
In sales, a primary principle of success is to put the customer first. In practice, however, many salespeople fall short.
"Often when we work with… Read ArticleHow to Win Your Next RFP
What's the greatest challenge to selling value? Many sales teams put the blame on RFPs.
And no wonder – RFPs are designed, not to uncover… Read Article