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 […]