Sales Consulting and Services
Wow, a large RFP shows up in the office and everyone gets excited. This could be the deal to make our total year. Well, don’t get your hopes up. Odds are very much stacked against you, the vendor that receives the unexpected RFP. The odds are stacked entirely in favor of the vendor who helped [...]
High on most Sales Managers annoyance list is the late Friday call from a Sales Rep looking for a price discount to close a forecasted deal. Here is that typical call. ——— Manager (phone ringing) – “Hello this is Marc“. Sales Rep – “Marc, I need your help.” I am here at the Widget Manufacturing [...]
Cold calling is a topic of great emotion. From the industrial age and the influence of the Quality movement, everything is described, managed, and reported as a process – a repeatable method, guided by measurements, managed to eliminate defects, until perfection is achieved. Why then wouldn’t a sales environment not be guided by the same [...]
