Use Information Interview Approach for Sales Prospecting Conversations
JULY 26, 2017
B2B sales organizations with a complex, “platform,” or value sales process face some of their biggest challenges in the initial prospecting stage. In addition to the basic causes — poor, undisciplined prospecting skills and techniques — I see a flawed general approach to prospecting for the value sale model. Sellers bring a product prospecting mindset, approach and conversation to this task.