Sales leaders involved with complex sales quickly figure out that being able to obtain and conduct quality meetings has a huge impact on their success. Sales is about building quality relationships, and you have to meet with prospects to build those relationships. Depending on your industry, and your company’s brand recognition, quality meetings can be costly to obtain. For companies without good brand recognition, the process can be very daunting. Figuring out who the “right” people are is one process, and then convincing them to meet with you in person is another process. [...]
I have been told that most good pet stores will not sell you fish at the same time you buy a new fish tank. However, an impatient customer has options and will often purchase the tank at one place and then go somewhere else to buy the fish. Then they take both the fish and the tank home, fill the tank, put the fish in the water immediately, and realize that the fish will be floating at the top of water the next day. Were the fish defective or was it the water to blame for the death of the fish? The sales environment is much like this scenario. The reason fish were floating the next day was [...]