by Bob Hatcher | Dec 18, 2018 | SalesVP
For years, “tell me about your business” was a standard question for B2B sales people. Unfortunately, that time-worn and trite question is no longer viable. Here’s why: 1. Personalization – Understand that B2B buyers are consumers too. When they go to, say,...
by Bob Hatcher | Dec 18, 2018 | SalesVP
Recently, I read a blog where the writer talked about sales leaders who obsess over activities over results. He was lamenting the fact that measuring activity has become quite common and he thought it was wrong. This got me thinking as I agree with him and disagree...
