by Jill Harrington | Apr 12, 2011 | Sales Challenges, SalesSHIFT Blog
Here’s a quick quiz. Name the number one reason why: a) Customers don’t buy. b) You don’t win competitive bids. If you are like the majority of sales pros your first response to both of these statements is “price.” And in the current...
by Jill Harrington | Apr 10, 2011 | Sales Effectiveness, SalesSHIFT Blog
I know I sound like a broken record but here I go again. The market has changed. Unfortunately many sellers haven’t. And if the messages you deliver, the questions you ask, the proposals you present, the processes you use, and the services you offer are no...