In my last blog I opined that teaching prospecting skills to individuals who lack “hunter” DNA is a fool’s errand. That said, for the right audience it’s one of the most valuable things I do as a revenue growth consultant. For example, I find that many otherwise passionate business development professionals are failing to seize upon an emerging technology that can revolutionize their prospecting efficiency and shorten their B2B sales cycles: email tracking.Read More
“Delighting the customer” is a popular mantra in firms dealing with the rapid evolution of the sales process. Technology has empowered buyers of all kinds – from B2B to consumer markets – to move themselves through the sales cycle. Taking a self-service approach, buyers discover new products online, research features, read reviews and even compare prices before engaging a sales rep.
One of the common questions that I respond to from younger people in sales is how to know when to talk and when to listen and how to guide the conversation with a potential customer, particularly early on or at first meeting.