Prospects get stuck in their own decision-making loop, frequently making no buying decision at all. Here's how to move them toward the right decision in a timely manner, according to KLA Group's Kendra Lee.
We trying to help each sales team member learn, discover, improve and grow. But we inundate them with too many improvement goals. Instead, start with just one goal. Here's why.
As sales people, we need to put ourselves in our customers’ shoes. Organizationally, we need to understand their business, markets, industry, key strategies/drivers, key challenges, how things get done within the company, and more.
If you want to catch your prospects’ attention, you must go beyond even the business discussion. KLA Group's Kendra Lee offers this sales guidance to VARs, MSPs & IT service providers.
Perhaps the best way to get customers to talk to us is to first demonstrate our interest in them. And yet, sales people consistently choose to do the opposite...
In sales, defining the cadence assures us we are doing the right things, at the right time, with the right people. David Brock from Partners In Excellence explains.
