Archive for January 2018

Three Resources for Effective Discovery

Discovery is the most misunderstood part of the sales process because it is not about asking questions. Instead, it is about understanding what the prospect wants to achieve and evaluating whether or not you can help. The goal is to determine whether there is a strong enough business case to win the deal, and if not, to get to a ‘No’ fast.

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It’s Not About Working Harder

When sales results aren’t as expected, there are only three variables; people, product, and process. Refining the sales process yields the best results in the shortest amount of time because process becomes the blueprint for success.

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