Power!
The prevailing philosophy in sales is that you must call high. Get to the highest level person in the organization you can. While on the surface this makes sense, think about it from the point of view of your customer. Let’s say your company specializes in IT...
Are You a Master Story Teller?
Some of you are old enough to remember when selling was pretty easy. I know I do. I remember one job I had where the reps would wait, fingers poised over their phone (cell phones were still “car phones” and hard wired to your car battery) for the...
Do You Zebra?
In his best selling book “Selling to Zebras”, Jeff Koser puts forth the idea that sales organizations must become more discerning in the customers and opportunities they pursue. I couldn’t agree more. His research, supported by organizations like Accenture, CSO...Connect With David
