In a recent Harvard Business Review article by J. Keenan, the relative importance of “likability” in the sales process was…
If your sales process involves field-based selling, then you are well-aware of the importance of making each field sales day…
In a recent post published by makingthenumbers.com, author Jack Falvey suggests getting the business first, then dealing with the details.…
Too many selling presentations focus on “what we do or what we offer.” In other words, if we’re not careful,…