by Jill Harrington | Nov 25, 2015 | Sales Challenges, Sales Effectiveness, Sales Efficiency, SalesSHIFT Blog
I recently observed a 30-minute presentation made by a technology sales rep to a group of 14 top resellers who happen to be my clients. These are the people who can provide him immediate access to multiple clients across North America. Any seller would agree that this...
by Jill Harrington | Nov 11, 2015 | Sales Challenges, Sales Effectiveness, SalesSHIFT Blog
Face it. When you engage with a new prospect there’s a 90% chance that they won’t need you right at that moment. Even when your contact is polite enough to respond, his reply can be disappointing for an enthusiastic seller. “Check back in six months.” “We’ll be...