Many of the companies with whom we consult are in a two-step sales process. They first have to sell a governing body such as a […]
Weekly Tip: Getting More Out of Subject Matter Experts in the Presentation
Do I take John from I.T., or not? A variation on this question will be asked thousands of times today by sales leaders as […]
Weekly Tip: Lose early; you’ll be glad you did.
We say NO to a lot of business and our goal is to say no early. I like clean pipelines – but don’t get me […]