Responsiveness, or lack of it. This is the most irritating part of initiating a purchase. It’s astounding how many inbound leads lay around unattended till it’s too late. I was…
read moreLinkedIn is a great platform to connect with othersBut most sales people use it for “automated cold calling” I’ve been that sales guy – and I’ve been a buyer –…
read moreWhen costs need to be optimized, the first two things that get cut are training & consultancy. Guess how your service is treated internally for budgeting. One of my CIO…
read moreDigital self-serve is here to stay and the product/service price isn’t that much of a factor anymore. “Despite the conventional wisdom that big ticket sales require in-person contact, 20 percent…
read moreAs a salesperson, what’re your thoughts about cold calling? Surely, no one loves cold calling people – right? I interviewed a number of salespeople the past couple of months in…
read moreHow is the process of selling/business development different now compared to pre-pandemic times? Or is it the same? I spoke with a very experienced sales professional earlier this week to…
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This is the first of a short series of posts. I have a confession to make – I have probably made every mistake in the sales playbook that is to…
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