We recently read and discussed an article from McKinsey & Company entitled “What’s wrong with solutions selling – and how to put it right.” It’s a great analysis of the role a company can play, and the investments it can make, in order to make its sales team more effective. The authors make the case…
Tag: sales_enablement
Have You Mapped Your Sales Process?
One of our favorite questions to ask of professional sales people and their leaders is “What is your sales process?” The reason we find this question so powerful is that it not only gives us a sense of the individual’s consideration for what they do day-in, and day-out, but it also tends to expose a…
