Take a minute to looks at your sales pipeline. Filter your CRM to show just the deals at the very end of the sales process. If you’re like most salespeople you have a backlog of prospects sitting there for some time in limbo. And also if you’re like most people you have told a number of
Dissecting the Insatiably Curious Sales Consultant
Great sales people are defined more by the questions they ask than the information they provide. They ask questions with meaning and purpose. They explore deeply. They drill down. And they do it naturally. The desire to learn for the sake of learning gives the insatiably curious sales consultant
Dissecting the Universal Soldier Sales Consultant
After reading Jeb Blount’s Fanatical Prospecting, I offered to buy a copy for my entire sales team. 80 people total. Yes, the book is full of valuable, real world best practices, but that’s not what got under my skin. It was the fanatical prospector mindset.
Most sales professionals work
Dissecting the Process Driven Sales Consultant
Top performers in virtually every profession follow a process. Doctors, lawyers, teachers, carpenters, police officers, accountants, professional athletes, the list goes on. Even the best artists; painters, musicians and writers alike look at their past performances, break them down into smaller,