One thing that the most proficient salespeople instinctively and intuitively do on a consistent basis is to focus on the right deals. They seem to have their own built‐in or hard‐wired qualification system for accurately and effectively assessing their sales opportunities. They clearly don’t chase every deal that’s placed in front of them. It’s like they have a sixth sense about working on the right deals…the deals they have the best chances of winning. They can quickly examine 10 deals and determine which ones they should focus on immediately and which ones can be placed on the back burner. Every […]
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