Back in 2016, I penned an article for SellingPower that addressed selling and opening the sales call in the new digital era where we are inundated with apps, devices, and instant price comparison.Continue reading
Salespeople pursuing a single point of contact when prospecting is like an engineer designing a system with a single point of failure. One mishap and your whole project crashes!
When Prospecting, Don’t Create a Single Point of Failure
My director of technology once told me about an experience he had in the early creation days of our call center. He said he had called into a local manufacturing company and was hooked up with the director of sales. He had done everything right, moving the relationship towards selling a set of training programs for the company’s sales team.Continue reading