Oct 10, 2013 | Referral Sales, Sales Leadership
Sales guru and guest blogger, Jonathan Farrington, explains why he’s never made a single cold call. You don’t cold call? Really? Let me guess: You do some research, identify trigger events (what an over-used term!), and extract a name from someone. That’s...
Oct 3, 2013 | Referral Sales
Failure to close is just a symptom of a larger prospecting problem. You’d be surprised how often I hear, “My salespeople can’t close.” It’s never about closing. Never. That’s just the symptom. The problem is that salespeople neglect to follow through with important...
