Many people believe that the role of marketing is primarily to create demand, while the role of the sales force is to meet that demand and build loyal long-term relationships. The truth is that both Marketing and Sales do much more than that. Unfortunately in many companies, silos exist between both organizations. Host Carlos Quintero […]
Doing Research Prior to a Call – The Big Differentiator! Imagine it is your first call to a potential customer and the first question you ask is: “Mr. Smith, please tell me about your business.” What message does that communicate to the potential customer? You won’t believe how many salespeople start their calls this way. […]
Salespeople are often lone rangers and they take it upon themselves to find and develop business opportunities. Research has shown that the best salespeople are masters at leveraging the relationships they already have to gain advantage with new prospects. In this podcast, Carlos Quintero interviews sales consultant, Bob O’Brien, who describes what selected organizations are […]
Many organizations are getting serious about improving the overall effectiveness of their sales teams. Host Nancy Sutherland interviews sales excellence expert Carlos Quintero on what Sales Excellence initiatives are and the initial steps you should follow to get an initiative started in your organization. Download Podcast | Subscribe via RSS Listen Now (9:28):