Selling to SMBs: ‘Layering the Question’ to Get the Answers You Need

by Geoff Michener
As a sales rep, it can be tough to get the answers you need about the decision-making process to determine if a sale will close. Sometimes, decision-makers are unavailable to talk; other times, they may even be unwilling to provide you with important information. Regardless of whether your potential client chooses to buy your product or not, it is still important to obtain info ...Read the full article