Four Fundamentals of Key Account Selling

Four Fundamentals of Key Account Selling

Almost every professional B2B sales person comes to grips with one of the challenges of penetrating key accounts.  Key accounts are different than the ordinary, and require some more sophisticated skills and strategies.  Here are four fundamentals for effectively...

Call Prospects Every Hour?

Here’s a question sent it be a sales person:   “My boss recently decided that we must call prospects once every hour, every day, until we get a yes or no, regardless of what they say, or if it’s voicemail.  What’s your opinion of...