If Your Selling Isn’t Creating Customer Value, It Is Destroying Customer Value
Pfizer, the worlds largest pharmaceutical maker, recently (December 2006) announced that it was laying off 2000 of its 10,000 person sales force. According to Charles Green (author of “Trust-Based Selling,” and co-author of “The Trusted Advisor”), a reason for this is that the productivity of the sales force has plumeted, Read more
Make Your Sales Funnel Flow Faster!
Businesspeople everywere want their sales funnels to flow faster. They want customers to pay higher margins. They want sales to cost less. So, they hire the best salespeople and marketing experts, pay them well, and ask them to work really hard. Still, they suffer from:
Michael Webb and Randy Zales: Simple Sales Management (members only)
October 10, 2005 by mjweb76
Filed under In-depth Interviews
Randy Zales held a franchise license from Anthony Robbins Enterprises longer than anyone else (Mr. Robbins discontinued all licenses just a year or two ago). Randy’s sales training business, based in Tampa, FL, continues to take him around the world into companies large and small. In this discussion, Randy and Read more
