“Salespeople drive sales” is a myth. It’s simply untrue. Salespeople service demand, and marketing generates demand. Learn how you can improve sales performance in your organization by generating more demand for your products and services.
Sales performance is predicated on three variables: Territory, Timing, and Talent. Their impact on your organization is in that order, but the number one predictor of sales performance is the territory.
Sales people claim to lose a deal for 3 reasons: price, features, reputation. But these are superficial reasons. To avoid objections stop selling, and start facilitating.
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