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WHAT PEOPLE SAY
An excellent article – very relevant for Sales Executives and Sales Managers. The establishment of Value is so crucial to converting a Prospect into a Client. I am always reminded of the adage of “In the absence of value, decision makers default to price.” When a potential customer defaults to price, we as Sales Executives have not performed our job properly. Please keep sending your communications, Sharon. They are important.
— Richard Hardaway, Director of Sales and Marketing, SCI Electronics, Inc.
Sharon's Blog:
November 30, 2016
Personally I do not take part in black Friday. The thought of shopping in that environment, no matter how great the deal, makes me cringe. But there are some things that this past weekend of frenzied retailing can lead b2b clients to reflect on.
What do your empl...
November 17, 2016
Whenever businesses have a performance gap one or more of these issues are present. If any of these apply to you the good news is they can all be fixed.
Talent isn't properly aligned with their role
There's been tons said about this and basically we all understand the im...
November 7, 2016
Early in my radio sales career, I received a large order from a client whose business we had been trying to win for quite awhile. The owners were ecstatic and made a big deal out of it by letting the entire staff know. Needless to say, I was proud of that accomplishm...