We really waste a lot of energy sometimes, don’t we? In a profession that relies on our mind to do the heavy lifting, we certainly fail to think about things in the right way. One example of that is “who we see as the enemy.
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From the monthly archives:
June 2006
===JUNE 2 ADVANCED SELLING PODCAST=== (15 Minutes)
Tom Searcy (www.thewhalehunters.com) joins me for a discussion on pursuing the large account–the whale. Tom has a ton of background on this topic from first hand experience. He built a company that sold to Fortune 500 companies and realized quickly that the same principles used with small account [...]
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We love to hear from our readers. If you’d like to contact our authors privately to suggest story ideas or critique their writing, here is their information:
Bill Caskey: mailto:bcaskey@caskeytraining.com
Bill is a sales development leader and experimenter. His ideas about selling are convictions about life, money and meaning. He has coached sales professionals and executives for [...]
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We’ve all had that great prospect–the one that invites you in to his office, tells you all about the issues he has, expresses hope that you can help him, pays you what you ask, and faxes in the PO. Wouldn’t it be great if they were all like that. We’ll call that the IDEAL PROSPECT.
I [...]
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