Sales
The qualifying conversation: Make it work for you and the customer
In my last column, I told the story of Mark Williams, who is in sales for a mechanical contractor.
The qualifying conversation – Why it’s the most difficult sales talk of all
Qualifying! It's probably the most under-valued and under-performed activity in sales. If almost any sales organization were to double its effectiveness at qualifying – which is painfully easy to achieve – it would deliver at least 10 percent to its bottom line overnight.
“Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy”
In her latest book, author and revenue coach Kristin Zhivago teaches business owners and managers a proven method for increasing their sales revenue. "Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy," can be thought of as a how-to book for revenue growth.
