The imperative for every hard-working sales professional is keeping the pipeline full of qualified prospects. Fanatical Prospectors spend as much as 80% of their time on prospecting activities. In sales, whether you are a hunter or a relationship manager, filling the pipeline with qualified opportunities is the difference between life and death. I don’t advocate a......
The Right Way to Handle the “We Need More Time” Objection
Decision Deferment: The Most Misunderstood Sales Objection Decision deferment is one of the most common—and misunderstood—objections in sales. You’ll…...
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Jeb Blount
