Two major factors characterize the customer’s buying journey: increased rigour and decreased resources. Customers are performing more upfront research and following an increasingly formalized process when exploring buying options. More stakeholders are involved, leading to elevated expectations. Simultaneously, customers are working under constraints as other priorities compete for their attention. Time is in short supply, […]
Selling occurs in the dialogue, person to person. The interaction may be face-to-face or over the phone, but a successful outcome is based on trust between seller and buyer. Therefore, salespeople must be at their very best, bringing value to the table and to their customers. If they just push products, they sacrifice goodwill and […]
Here, we bring clarity to that challenge by isolating the top 10 characteristics of effective sales professionals. After more than 40 years of training some of the most ambitious sales teams, we have learned that these characteristics are essential to finding that last 10 percent. The most effective sales professionals: Follow a Customer-Centric Approach: “Innovative sales […]