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Sales Prospecting Perspectives

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Sales Professionals: Learn to Lose, Learn to Fail

Learn to Fail

Have you heard the news lately?  You know, the story about the parent filing a “bullying” complaint against a rival town because his son’s high school football team got beat badly?  The final tally was 91-0.

Coaching and Challenging Prospects Through the Sales Process

Challenge Prospects

Too many sales reps rely on their customers to coach them through the sales cycle. 

However, we need to learn to be the coach. A book that’s bringing sales strategies to the next level is The Challenger Sale.  Matthew Dixon and Brent Adamson suggestively describe how salespeople can fit into 5 different categories: the Relationship Builder, the Reactive Problem Solver, the Hard Worker, the Lone Wolf and the Challenger. 

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