In sales, nothing is more damaging to the start of a new conversation with a prospect or customer than a premature explanation. The good news is that premature explanations are easy to cure. A premature explanation takes place when you talk about your product or...
Looking backward from the future might sound like an exercise in circular confusion but it’s actually an excellent sales planning tool. Here’s why. At the beginning of the year, we typically give some thought to what we want to accomplish in the year ahead. For those...
