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Salespeople are children…well let me rephrase that. Salespeople need to act like children. As sales professionals, we need to be inquisitive like a four-year-old. Most of the time, we aren’t. The industry as a whole has gone more and more towards feature pitching, and this gets us dismissed. We do this by talking too much. When we do ask questions, most of them are super basic: “How is it going?” “What can we do to earn your business?” We’ve gotten away from our inquisitive nature and its led to a decline in quality sales. We need to get back to being curious. We need to get back to being kids.
In this article, we focus on the sales development process and how to build a sales pipeline — all from a high level. Here are 6 simple steps to ensure that the focus is not lost along the path to accurate sales forecasting and predictive revenue.
One of the most frustrating hurdles for I.T. sales teams to overcome is the painfully slow sales cycle. In fact, according to Sales Hacker, enterprise I.T. sales cycles typically take over seven…
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