customer focused selling
-
What is the Best Sales Process for Increasing Sales?
- July 14, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Companies have terrific results when they implement Baseline Selling, and last week a well-known expert asked, “What is the big secret that makes Baseline Selling so powerful?” He thought it would make for a great article discussion, so let’s attempt to answer that question by starting with a few questions of my own.
-
This is the One Thing Missing from the New Way of Selling
- June 20, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Prospects aren’t ready to buy at this point in their process, they’re just getting finished with looking at their options! Salespeople don’t have qualified or closable opportunities at this point, but they’re acting as if they did, creating and sending unqualified proposals, making assumptions, and hoping for the best.
What’s Missing?