A result doesn’t necessarily mean a sale. All too often salespeople are so focused on the sale, other clues are missed which result in no sale. See if these scenarios sound familiar.
Ellen, a software Account Executive, shared with me how worried she is about her competition. “They reduced their pricing. It’s making it harder for me to compete. I wish I worked for the competitor.” She lamented. In my group benefits days, vendor sales reps often jumped ship to be hired by the vendor that had […]
Once a loyal customer always a loyal customer. Right? Wake up Sparky. How many of those phantom loyal customers have walked out of your bank account? It’s not easy to face it. Especially when you learn (too late) they fell under the spell of your competition because of neglect. In this article, you’ll learn how […]