In the past four years, I've noticed an insidious trend in professional sales. It's a misinterpretation of the term 'social selling': Salespeople cruise along doing non-selling tasks, occasionally researching, emailing, and grooming their social network ... all while treating the phone like it's covered with spiders.
The only thing that works in new business development, whether for inside sales or in the field, is the right combinations of effective activity ... and lots of it!
Any sales floor that sounds like people are snoozing is in trouble. I was talking with someone last week who told me their company's ... Read More