Sales: Hold Out the Olive Branch to Marketing
Off-the-Cuff Interview Question: For any sales department that hasn’t done so (and there are certainly many), why should they hold up the olive branch to marketing and begin working with them as a...
View Article4 Tips to Land Meetings with Hard-to-Reach Decision Makers
Off the Cuff Instant Interview Question: Could you give us one clever and often-overlooked tactic for booking meetings with hard-to-reach decision makers? I’ll answer this question with the answer I...
View ArticleAdvice for Brand New Sales Reps
Off the Cuff Instant Interview Question: What one piece of advice would you give a new sales rep just starting out today? Today, new sales people have access to a ton of training, documented case...
View ArticleWhere Does a Brand New Sales Manager Start?
Off the Cuff Instant Interview Question: What advice would you give a sales manager who has just been promoted and needs to know where to start? Recognize your job has changed, you are no longer...
View ArticleProspecting With No Budget? Build Relationships
Off the Cuff Instant Interview Question: What one piece of advice could you offer salespeople who work for newer companies and must prospect with little to no budget? If you’re just starting out, I...
View ArticleWhy it is Vital for Sales to Get Into the Buying Cycle Early
Off the Cuff Instant Interview Question:: Why is it important for a salesperson to get into a prospect’s buying cycle early, and what are the best ways to do that? In answer to this question I quote...
View ArticleNarrowing Your Target Audience
Off the Cuff Instant Interview Question: What is the best way for a sales team or company to really narrow down their target audience? Research, research, research. Many companies and salespeople...
View ArticleStanding Out from the Crowd When They Won’t Let You
Off the Cuff Instant Interview Question: You emphasize in your writings that a salesperson must strive to be different. How would you advise a salesperson who is being forced to follow “best practices”...
View ArticleSales Styles: Buyer Criteria Dictates the Winner
Off the Cuff Instant Interview Question: How can asking questions to gain knowledge of your buyer’s process also assist you in establishing a relationship with your buyer? All too often today we hear...
View ArticleSecrets of Great Storytelling in Sales
Off the Cuff Instant Interview Question: What is the secret to becoming a great storyteller as part of pitching? The secret to becoming a great storyteller is to have a story that is clear, concise and...
View ArticlePractical Market, Territory and Account Planning
Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?” While those of us in sales are usually viewed as not the best of planners, my...
View ArticleThe Biggest Mistake in Not Aligning Strategy and Sales
Off the Cuff Instant Interview Question: In your experience, what is the biggest mistake companies make in not aligning strategy and sales? The biggest mistake is confusing strategy with things like...
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