Ask the Coach

Ask the Coach

This month's questions:<BR/>Q: Some of our partners must think that they're natural salespeople. The result is that they never prepare for sales calls, preferring to "wing it." Often, they return empty handed, but refuse to change their approach.<BR/>Q: I know that the Coach is against beauty contests, but for us they are a fact of life, at least for the time being. Presentations before a buying committee are usually followed by a question and answer session that can get really awkward, especially if the group includes someone who favors a competitor.<BR/>Q: What are the most ' and least ' effective ways of gaining access to senior executives and other decision-makers?

9 minute read December 01, 2003 at 09:31 AM

Mike O'Horo

Q: Some of our partners must think that they're natural salespeople. The result is that they never prepare for sales calls, preferring to “wing it.” Often, they return empty handed, but refuse to change their approach.

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