Tag Archives: comfort zone

Sales excellence and the comfort zone freeze

Buyers are changing the expectations they have about the people on the other side of the table today. They want sales reps who are trusted advisors not product facilitators. The sales rep or company that adopts the “let’s just stay the course” approach is likely to continuously erode their competitive advantage. “Tried and true” and cautious attitudes are likely to reemerge as “Sorry and Sad.” Continue reading

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