Tag Archives: new business development

Sales excellence begins at the beginning – identifying leads

Companies cannot rely on Marketing as the sole source of leads in today’s competitive market – Sales needs to be in the game. This post provides best practices.

When Sales joins the contest, they must come equipped with a plan of action.
Continue reading

Posted in Sales Best Practices, Sales Strategy | Tagged , , , , , ,

Leave a comment

Hunter and farmers – it’s time to change sales strategy – A STC Classic

Everyone has to develop new business in their existing accounts and aggressively seek out new accounts. And the traditional hunter-farmer model no longer will help achieve that goal. This post shares a better way companies can address the business development issue. Continue reading

Posted in Sales Best Practices, Sales Training | Tagged , , , , , ,

Leave a comment