Archives - July 2015

In a recent blog by Rain Selling Risky Business: 4 Areas Buyers Perceive Risk in Sales by Mike Shultz, he reported on a 2005 study conducted by Bain & Company on how sellers and buyers perceive the delivery of value. Eighty percent of the 375 companies interviewed believed that they delivered “superior” value to their customers. …

One of the roles a good sales rep plays is glue or coordinator of resources. A good rep brings together the client/customer and the sales rep’s organization’s resources. I liken it to a Double Stuff Oreo Cookie. Without the great cream filling in the middle you don’t have an Oreo. You have two plain chocolate …