Most Salespeople Can’t Prospect Effectively

As we discussed in another article “Companies Expect a Lot from Their Sales People”, the fact is that most people, and therefore most salespeople, simply can’t do all those things discussed therein. This is one reason why we instinctively think of different qualitative “levels”…

Read more →

Companies Expect a Lot from Their Salespeople

Most companies expect their salespeople to act as the primary interface with the customer, particularly when the customer is still a prospect. Salespeople are expected to find the prospect and initiate the relationship, introducing themselves, their company and its products. They’re supposed to establish…

Read more →