Today's sales professionals are trained to be effective purveyors of products and services. However, standalone sales often represent missed opportunities because customers rarely think beyond their immediate need. Solution selling is a consultative process...
One of the most difficult aspects of solution selling is managing active sales opportunities. Even though a need has already been expressed, there's a significant amount of research and planning required in order to determine the most effective way to approach...
For most sales professionals, prospecting for new customers and making those initial sales calls is a big part of their job. But that doesn't mean it's easy. Conducting prospecting calls is one of the most difficult skills to learn.
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