A forward-looking deal review process could help you and your team strategize to meet end-of-year forecasts.
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Salespeople complain all the time about customers and their (mis)perceptions. For the sales rep, a common way to attempt to overcome a customer’s negative perception is to discount the product or to dig up dirt on the competitor. If that fails, they’ll keep the prospect in the funnel, sending them a new brochure every now and then, hoping they’ll eventually wear them down. Continue Reading
In school, I questioned the value of learning geometry. But today, it makes perfect sense to me. Regarding the daily challenges of a frontline sales manager (FSM), an equilateral triangle seems to be a perfect visualization. Continue Reading
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