Dave Stein writes in a recent post on his excellent Sales Leadership blog, “On the subject of shortcuts, it’s disappointing to see that “free” sales tips, tricks, and silver bullets continue to appear in dozens of blogs and websites every day. The very salesreps and managers that seek out these tips are the ones that are hurt most by them. They need structure and a strategic approach for selling their products and services to their customers. When you think about it, these sales tips aren’t really free at all. They cost money. A lot of it, in the form of lost business opportunity—deals those reps will never win because they are seeking shortcuts and shortcuts don’t work in sales.” Read More…
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