by chris | Feb 26, 2013 | Profit Maximizing Price, Sales Leadership, Sales Process, Sales Prospecting
Too many salespeople are what I refer to as tactical salespeople. Opportunity, however, lies in being a strategic salesperson. I believe the difference is huge! And it can be the difference between selling at a low margin short-term and selling at a high-margin...
by chris | Oct 11, 2011 | Profit Maximizing Price, Sales Prospecting
Who are you spending time with? People who are tactical or people who are strategic? When we spend time with customers who are tactical, we’re going to be pushed into discussions regarding price. If our objective is to maximize profit, then we should spend time...
