This article covers why salespeople really do not know why they have won or lost business, although often they think they do. In order to help in diagnosing why one may have lost some deals, the article shares, in letterman-style reverse order, the top ten reasons that salespeople get outsold. [BNET Annotation]
Content: Article | Author: Dave Stein | Source: “EyesOnSales” | Subject: Marketing / Sales
Relationship selling isn’t enough anymore. If you can’t prove the value, all you’ll get from the person you’ve built a relationship with is a empathetic rejection, rather than a dispassionate one.
Content: Quotation | Source: “EyesOnSales” | Subject: Marketing / Sales