Archives - October 2017

You’ve just made a great sales presentation for a great prospect.  The whole sales process has gone smoothly from the beginning.  You like your buyers, and they like you and your offering.  They definitely want to do business with you!  If only you can agree on a price. It’s easy and natural to get a …

The Internet.  That – in one word – is why cold calling is dead, even for B2B sales. Before the Internet, the role of the sales rep was to educate a prospect through a presentation.  If it generated interest, the sales rep would qualify the prospect and then focus on closing the sale.   Back then, …