Part of what I do in our company is ride around with sales reps on sales calls. The goal is to get market information that isn’t easily discovered – how the prospects view the solution, what degree of buzz words are incorporated, what stalls and objections occur most frequently, etc. You never learn more about a sales position than when you are in the trenches with the salespeople. That being said, I came across this article in SalesHQ.com. The format is a theoretical construction of a mistake-ridden sales call. The article is a bit exaggerated, but not by much. The concluding exchange is priceless: “Well,” Arnie responded, “I understand that… Read More
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