David Schooley
A sales professional who HAS succesSfully sold complex B2B products
“…Anyone who becomes a client of David will understand exactly how rare and valuable it is to have someone like him advising you throughout the sales process.”
The biggest difference between a transactional and a strategic B2B sale is the ability of the sales representative to differentiate correctly.
Silence is a wonderful tool in sales. It can be used effectively in almost every type of conversation regardless of where you are in the sales cycle. Of course, silence is not a new tool in the sales world.
Texting is an important part of a complex sales cycle. This is because sales is emotional--we’ve got humans spending money with other humans--and the more expensive a product, the more emotion is involved.
In a recent conversation with a long-time friend, we got to talking about interviewing. He’s not in sales and he’s not in technology.
Last week I was waiting in a line to order shaved ice. There were two clerks who handled all the duties in preparing this tasty treat.
As your company develops new products and services it becomes important for your sales team to effectively cross-sell and upsell existing customers. Unfortunately, too many reps don’t understand the difference between a new business sale vs an existing customer sale and they apply the same process to each situation.