For a long time, the only objectives I used for major accounts were very specific business objectives: “We will increase turnover by X%” or “We will introduce two new programs and increase our profitability by Y%” Then, one day, I had what could only be described as a “minor epiphany” – I began to understand that […]
The Definition of Sales Discernment
From quite early on in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact, in some companies, they are brainwashed into believing that “all business is good business.” And of course, we do not challenge this fallacy, simply because we don’t know any better – we are on […]
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