Happy Friday, Sales Prospecting Perspectives readers. Here in the office at AG, we can tell that prospects are returning from vacation: there are more conversations, and less sales reps blocked by an away-from-the-office message. Fall is just around the corner!
This week, we’d like to share two articles.
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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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