November 13, 2009
Let me start by saying that if you are trying to land big accounts there is no one better to listen to than Jill Konrath.
Jill Konrath, Author of Selling to Big Companies
I recently reread Selling to Big Companies (affiliate link) and I am amazed at the contrast between Ms. Konrath and the average sales [...]
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August 25, 2009
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I, like most sales people, avoid talking about cold calling.
It is the ugly, nasty, important core of our business. We hate it (Or should we? More in a minute) and our prospects hate it (Can we fix that?). And I spend a ton of time writing about a million ways to [...]
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