I have been contemplating what I believe are the most significant challenges most companies are currently facing, and I have managed to reduce my list to just five. Challenge One: Finding Opportunities I am continually surprised to discover just how few companies have a formal business development strategy. The norm appears to be “If we throw […]
Taking the Journey to “Me Only Territory?”
The very best consultative sales professionals operate exclusively in “me only territory” and that demands an explanation, so let’s begin by examining the traditional sales environment… For the sake of this explanation, let’s use a baseball park (not that I know too much about baseball.) So traditional salesmen and women are operating left field, they […]