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The Center for Sales Strategy Blog

One Solution to the Biggest Problem in Sales: Setting Quality Appointments

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Research with our client base, practical experience, and many years of consulting sales organizations of all sizes makes one thing abundantly clear: the biggest single problem salespeople experience is securing high-value appointments with key decision makers. If you agree, keep reading.

Topics: business development Management Decision Makers appointment lab Sales

Management Coaching: Is Activity What You Really Want?

Management Coaching
Topics: Management Decision Makers sales management Sales

SELLING TECHNIQUES: Stop Sitting at the Kiddie Table

kid tableWhy, oh why, as salespeople, do we put ourselves in a position without access to the person who actually makes decisions on where dollars will be spent? Maybe it's important to look at why we aren't invited to the big kids’ table. It's because there are lots of people around us who have bad manners. They don't set agendas for meetings. They don't contract for next steps. They have nothing relevant to talk about, so they are perceived as time wasters (and they probably chew with their mouths open). 

Topics: setting expectations Decision Makers Sales