| | | Sales Challenger | | | | 3 articles |
| Page 1 of 1 | Previous | Next | SALES CHALLENGER JANUARY 18, 2012  The 4 Customer Contacts That Waste Reps’ Time In today’s consensus-driven sales environment, we all agree that engaging the right customer contact is a critical linchpin in deals progressing forward. While we know the best reps lead with insight to challenge customers’ assumptions, who your reps challenge can drastically change the course of a deal. So who are the right customer stakeholders to work and how can we help our reps find them? | SALES CHALLENGER JANUARY 18, 2012  Coaches: Your Reps Are Not as Hard-Headed as You Think Do you ever feel like your salespeople forget almost everything you coach them on? There are few things more frustrating than a seller repeating the same mistakes over and over, no matter how hard you try to show them the better way. Why does this happen? An easy conclusion to draw might be that our salespeople are simply hard-headed. Sales Insights Challenger Selling Model Sales Coaching | | | | | |
| SALES CHALLENGER JANUARY 17, 2012  New Year’s Resolution: Eliminate THIS PHRASE From Your Vocabulary! (This is a guest post by Rick DeLisi of the Customer Contact Council , our sister program for heads of Customer Service and Contact Centers.). New Year’s observation: If there’s anything longer than the line at the bar/buffet line/dessert table in December…it’s the line at the gym/health club/Weight Watchers’ meeting in January. Tis the season to resolve. Stop saying, “ the customer.” . We ALL do. | |
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