by Jill Harrington | Jan 31, 2012 | Smart Selling video series
In this episode of Smart Selling, I answer a very common question: “How do I build a relationship with a customer whose needs are already being met?” How have you successfully handled the challenge of “no need”? What’s working and not...
by Jill Harrington | Jan 5, 2012 | Sales Challenges, Sales Effectiveness
Selling is both “art and science.” The science is the process. And the world’s most successful sales organizations all have a consistent and disciplined sales process that is aligned with how their customers buy. But the science without the art is like the Oreo cookie...