The ultimate newsletter for outside sales professionals.
As salesmen, we often think of ourselves as hunters. We embark out into the field searching for leads, we track them through the sales funnel, and we can smell blood from miles away. That hunter’s mentality can be extremely helpful, but it can also limit your effectiveness as a salesman. To be an effective salesman, you have to be a hunter, but you also have to be a farmer. Being a farmer can take your business to the next level. Farmers tend to their accounts, pay them a lot of attention, and they get to see them grow. I’m not saying you can’t hunt, but farming is just as, if not more, important.
Your first qualification question should be the least intrusive question that you ask. Why? Your relationship with the decision maker is brand new and you don’t want to appear pushy…instead, you want to appear to be consultative and helpful.
This study by Altify takes a close look at the strategic impact on business in a changing global economic environment. When revenue is top of mind, you don’t want to miss out on these 4 key stats to improve business performance.
In this weeks episode, Merrick Talks about the growing differences between inside and outside sales and how the sales as a profession is moving.
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