Selling to businesses often means proving to multiple decision makers that your product can make their jobs more efficient, provide a significant return on investment and outdo competitors in functionality and price. Kison Patel shares what he calls five tips for streamlining the decision-making process when multiple stakeholders are involved. They outline considerations when … [Read more...]
5 quota-killing mistakes only experienced salespeople make
Jeff Hoffman gives perspective about seasoned salespersons and offers steps that can help avoid making common errors. He lists these five mistakes he has observed with seasoned reps: They over-qualify They lean too heavily on existing champions They stop learning They haven't networked within their company They ignore the importance of small … [Read more...]