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Do You Really Know Who You’re Talking to?

Do You Really Know Who You’re Talking to?

Today’s salespeople need to know more about their prospects before making contact than ever before. And, the bigger your customer, the more likely it is that they’ll need to get to know someone other than just the decision maker. When I started my sales...
10 Killer Open Questions

10 Killer Open Questions

Anyone who’s undertaken even the most basic of sales training understands the importance of using open questions at the start of the sales process; they’re used to explore the challenges that a prospect may be facing and encourage them to open up and talk about their...