by Bill Stinnett | Nov 14, 2022 | Uncategorized
The most powerful yet grossly under-utilized tool in business and selling today is video; both live and on-demand. Given the current global outbreak of the novel coronavirus and the safety measures and travel restrictions companies are rapidly putting in place, this...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
Ask any sales manager and they’ll probably tell you that they would love to be able to forecast sales revenue more accurately. Many managers struggle with getting a true understanding of which deals are likely to close and which ones are simply wishful thinking....
by Bill Stinnett | Nov 14, 2022 | Uncategorized
Many of the world’s best sales forces are the best because they have codified and developed a documented sales process. Having a map of the things we as salespeople have to do to make a sale provides a framework for sales planning and activity that reduces mistakes...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
Let’s discuss the roles involved in a complex buying process. When it takes multiple people to get involved, a deal becomes complex. It’s very important that we seek to understand who these people are and what the roles and responsibilities are of everyone who will be...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
As an enthusiastic student of the sales profession for over 25 years, I have read several hundred books and untold numbers of articles on selling. One thing that I find frustrating is how often really BAD advice is passed along that actually hurts the reader more than...
