For many, the idea of beginning a career as a salesman sounds less than appealing. We often get ideas of phony friendliness accompanied with a hook, line, and gimmick. I have even said on occasion that I’d rather work as a (insert unpleasant job ideas here) than work in sales. However, fast forward several career […]

Budget, authority, need, and timeline – that used to be the old way to qualify leads. IBM developed it, and it worked well because in their heyday, no one had answers to prospect questions except the salespeople. Now, your prospects get many of the answers and research they need through social media, blogs, white papers, […]