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When I was sales executive, much of my time was spent helping my sales teams focus on key sales activities and shifting their perspective to the customer’s point of view.
As sales people, we all know we should be listening more than speaking. Our job is to ask those open-ended questions that will fill in the gaps of our knowledge about the customer, their goals, priorities, requirements and risk tolerances.
The pressure is on. A survey of over 100 enterprise sales leaders (conducted by Revegy in Q4 2015) highlighted that 85% have higher quotas this year over last year. Some will make it and some won’t. So how can we make every sales rep a winner?