Closing the deal doesn't have to be hard. It starts with building a solid relationship with the people who will make the decision, clearly understanding their needs, matching your offering to their needs to show them the fit, providing your offering for a fair...
by Michael Dalton (reprinted from the Sales Gravy Newsletter) I read perhaps fifty sales advice articles every month. While some of what I read is theoretical, technical or simply a disguised sales pitch, most of it is pure gold. I believe this little grab bag of...
by Maribeth Kuzmeski (reprinted from the Sales Gravy Newsletter ) It's a question most of us have asked ourselves: What makes successful people so, well, successful? It's tempting to think that those at the top of the ladder know something the rest of us mere...
by Jeb Blount Listen to the audio version of this article. I often get asked about using icebreakers to initiate conversations with prospective clients like this one from a Sales Gravy subscriber named Stephen: "I do sales on the phone. What are some good...