Author’s Preface
“How could I have missed it?”
As a sales professional, have you ever spoken these words after a phone call or a meeting with a prospect that hasn’t gone well? The usual next step is the customer telling you they are going with another solution or going in another direction. Not good.
More salespeople and sales organizations are trying to increase their average sales prices (ASP) and shorten their sales cycles. To do this, they need to call on the executive suite more often. The question is: How have you and your company prepared the sales organization to call on the executive suite?
Sales typically uses PowerPoint slides and white papers that Marketing has meticulously prepared and made everyone memorize. These expertly executed ...
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