Here's the recent articles submitted by huth waite
Articles By huth waite
Coffee Is For Closers....and For Coaches
Submitted as: James Fennessy
You've likely watched the iconic scene from David Mamet’s Glengarry Glen Ross where Blake, a young hotshot from downtown with an $80,000 BMW and a holier-than-thou attitude, browbeats a room full of downtrodden salesman. He threatens them, insults their sales skills, and questions their manhood. His only advice?(read
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View : 58 Times
Category : Business
Does Sales Training Matter?
Submitted as: James Fennessy
Of the 4,158 colleges and universities in the United States, only 35 offer sales curricula. Nevertheless, more than 50% of the 1.3 million college graduates in 2007 will become professional sellers on the first day of their employment. Yet, turnover rates, attrition and failure in-the-field for these young salespeople are astounding. The question is why?(read
entire article)
View : 64 Times
Category : Business
Selling To The C-suite
Submitted as: James Fennessy
Having trouble gaining access to the C-Suite? There's a good reason why...(read
entire article)
View : 83 Times
Category : Business
The Questioner's Art
Submitted as: James Fennessy
Today we look at one of the nuances of the SPIN questioning model. It’s the “forking paths†dilemma: During a sales call, you uncover a buyer problem that has multiple implications, some of which lead, in turn, to further implications. How do you proceed? Do you use your limited time with the buyer to address all the implications (let’s call this path #1), or do you follow just one of the implications as far as it will take you (path #2)?(read
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View : 80 Times
Category : Business
To Coach, Or Not To Coach: That Is The Question
Submitted as: James Fennessy
Whether ‘tis nobler in the mind to suffer(read
entire article)
View : 74 Times
Category : Business
