by Jill Harrington | Jul 24, 2014 | Sales Challenges, Sales Effectiveness
The other day my office phone rang and I didn’t recognize the number. I decided to pick up … and no surprise … It was a seller fishing for new business. Joe was brimming with enthusiasm at the prospect of having landed a live one. His opening hook: “Hi...
by Jill Harrington | Jul 23, 2014 | Sales Effectiveness
Sales people across industries are often encouraged to “call high” by sales managers who believe it’s easier to be pushed down the corporate decision-making chain than to be moved up. Suddenly we have hoards of young sellers … many fresh out of school … wrongly...
