Relationship Mapping in an account may be a common practice, but it can actually do your seller more harm than good. Learn how to set aside traditional Relationship Mapping in this article.
Kevin DoddrellSeptember 15, 2020
When it comes to employing competitive strategy in key deals, many salespeople only do half the job. Besides executing a winning offense, you must also execute a winning defense by employing competitive countertactics that assist the…
Lon CunninghisJuly 14, 2017
Creating new opportunities within accounts may seem daunting. The fact is, it is relatively simple; it’s all about developing and sharing ideas with your contacts while helping their business and personal interests. The problem resides…
Bill WallaceJuly 10, 2017
