President and Chief Operating Officer of CustomerCentric Systems
Frank Visgatis is president and chief operating officer of CustomerCentric Systems in Sutton, Mass. His company provides sales process consulting and training.
Here are the fundamental reasons sales-training initiatives don't work.
It pays to know what your sales spiel sounds like to the executives who will decide to purchase or pass on what you're selling.
When buyers balk, it's time to stop selling and start listening for the problem they don't know they have.
Companies must be proactive in accurately tracking potential buyer activity and not lag in use of social media.
Many sellers push hard to close the year and ultimately come up short. But there are a couple ways to minimize fire drills.
Businesses need to respect today's informed customers.