sales strategy

Customer Tells Sales Rep About Another Vendor

by

A customer tells his current sales rep that another vendor has caught their eye. This seemingly simple statement can trigger a cascade of emotions for the sales rep – from concern to a surge of competitive spirit. It’s a pivotal moment in the customer journey, a crossroads where loyalty is tested, and relationships are redefined. … Read more

Prospect Calls Consulting Sales: A First Interaction

by

A prospect calls a sales rep at a consulting firm, initiating a journey where expertise meets need. This initial contact is a delicate dance, where both parties seek to understand each other’s motivations and potential value. The prospect, perhaps facing a challenge or seeking growth, hopes to find a solution within the consulting firm’s offerings. … Read more