Know your target One of the costliest exercises for any sales person in terms of time used is prospecting. Not all of us have huge marketing departments and budgets to rely on for lead generation. The majority of us have to get off our backsides and do it ourselves. Who to look for It is very easy just to get…
Timeframe When selling complex technology solutions it is never done in a short timeframe. Quite often once you have done your demonstration there will be a lengthy period before any decision is made. During this time many things can happen including your competitors doing demonstrations, business issues and a plethora of other items. All these things will conspire against you…