My friend Brian is a Director of Sales for a multi-billion dollar company that has a penchant for turning over non-productive sales leaders—fast. While many of Brian’s peers have come and gone, Brian has defied the odds and thrived. His success is impossible to ignore. Brian’s core philosophy is “prospecting activity is the mother of......
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
