Tag Archives for " Discovery "

August 16, 2016

8 Ugly Reasons Sales Calls Derail

Salespeople are often sloppy, particularly when it comes to structuring and conducting initial/discovery sales calls. What’s perplexing is how many sellers simply take for these hard-earned customer/prospect meetings for granted. Today, it takes so much effort and energy to secure a meeting with a key prospect, yet salespeople don’t prep or plan anywhere near as much […]

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December 17, 2014

Sales Tip Video: Are You Presenting Prematurely?

Here’s a second excerpt from the live web-video conversation some of my favorite sales gurus (Miles Austin, Mark Hunter, Andy Paul) and I conducted earlier this year. In this 47-second clip I challenge you to think about when you should be making sales presentations. Way too many salespeople deliver presentations way too early in the sales process.    *A note to those […]

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