In my previous article, “5 Key Questions to Consider When Hiring Sales People” I discussed the two main ‘types’ of sales roles and what each focuses on. However, depending on the type of products and/or solutions you provide it may be advanta…Read More
Why do employers have such a difficult time in attracting and hiring top Sales People that are a good ‘fit’ for their role? Manpower’s 2016 Survey of “The Top Ten Hardest Jobs to Fill” reports Sales Representatives as the third hardest job …Read More
In the rush to get results can you forgo what is commonly referred to as “Ramp-Up” and just hit the phones, trying to get as many appointments as possible with as many random Prospects that you can find? In Professional B2B Complex Sales, skippin…Read More
The length of the sales process has changed, and it is now generally referred to as the “Complex Sales Process.” In the past, a typical sales engagement would generally be a 30-60-90 day process, including time for upfront prospecting. The ‘fun…Read More
