Almost three quarters of customers believe that a swift response to their concerns and a prompt resolution to any issues is important to earning their trust. When clients feel they can trust a sales rep it can have a positive impact on customer engagement, accelerate sales cycles and improve overall profitability. Consumers are increasingly turning to businesses […]

After more than 30 years in B2B consultative sales, I often find myself reflecting on what I’ve learned along the way. One thing I wish I had prioritized earlier in my career is creating a “Steps to a Sale” document—laying out each stage of the sales process from start to finish before making any outbound […]