key account sales
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Top 10 Reasons Why it’s Hard for Salespeople to Land BIG ONES
- November 8, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ll be the first to admit that selling to big companies can take much longer, may include many starts and stops, musical chairs, committees, task forces, layers of management and additional competition. But beyond those considerable annoyances, what makes it so difficult?
I’ll offer my thoughts and you can feel free to add your own:
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Key Account Sales – More Than Just Important Accounts
- November 2, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Over the last several months I have engaged in several on line disagreements about the importance of asking questions early in the sales process. More than one sales expert has claimed that asking questions violates trust.