If you gather together a few hard working salespeople who can’t seem to find enough prospects – or a group of entrepreneurs who have just started their own businesses – and ask them the question; “Who are your customers?” There’s usually a fairly substantial group who …
Sales meetings are an absolute dream when everything’s going well. But if you’ve ever managed a team who started to fall behind on their promises or began to miss targets – you’ll recognise the smoke screen of well worn (and often recurring) excuses in a …
Buyers are Liars! Actually that’s not always true – but it was one of the first bits of advice someone gave me when I went on the road as a B2B sales bod. But can you really blame customers for …
Want to Know How to Get an Appointment with a Tough Prospect? Read more »