Sales Teams Thrive with Right Tools

Does your sales team spend more time negotiating with you than with the customer? Do they struggle to achieve pricing targets? How well-equipped are they to accomplish the objectives they are given? As an avid DIY’er, I enjoy tackling various home renovation projects. I recently took on a larger project, so I enlisted the help of a friend who works… Read More

Influencers – The Force Behind The Sales Negotiation

Posted 09 Aug, 2016 | Posted in: Sales Effectiveness | Tagged: , ,
Tannis AshworthWritten by Tannis Ashworth

In a recent conversation with a sales team, we learned they had invested days into writing a fifty page RFP for a 15-year customer.   The team had done their homework, using their contacts to determine which elements of their response should be emphasized.  The date for all vendors to present to the selection committee was scheduled.  However, a week… Read More