In my 2/14/2020 post you have an outline of roles key customer contacts can play and how they may evaluate solutions they are considering. The next step is to clearly understand the steps in the customer’s decision process. Attention to detail is critical for this step. Upcoming posts will be focused on understanding decision criteria […]
Tag: sales coaching
Get off to a FAST START by learning from co-workers
One of the common traits in top athletes is that they are curious…always trying to learn, trying to improve. Whether you are a highly successful veteran sales representative or new to a sales role, there are always opportunities to learn. If you have started a new sales role you may have a longer learning curve […]
Why Differentiation is Critical for a Sales Representative
Let’s say you are a sales representative for a technology company trying to call on IT Directors. How many of your competitors are doing the same thing? The following is a small sample (thirteen) of the types of companies that might call an IT Director. This could easily become 30-40 vendors calling the same IT […]