Persistence

Why to Sell Values, Not Features

by | Apr 10, 2013

Some salespeople have a bad habit that turns customers off: they talk excessively about product features about which customers don’t care. This habit doesn’t wear customers down via persistence; it just annoys them. Potential customers can tell when a...

Why You Need to Grow Your #OutboundSales Business

by | Oct 22, 2012

Outbound prospecting refers to a sales technique representatives use to hunt down prospects, rather than wait for prospects to come to them. Most B2B sales organizations mandate that reps spend a percentage of their time prospecting because outbound can significantly...