What is discernment and why is it important in sales? According to the Merriam-Webster on-line dictionary. discernment “is the quality of being able to grasp and comprehend what is obscure”. My old fashioned paper back version of the Merriam-Webster dictionary defines discernment as the ability “to come to know or recognize mentally”. Over the years,…
What is discovery? How does it fit in to an enterprise sales process? Why is it important? The answers are best told through a real world story. I was providing sales advisory services to a large software company that had cobbled together a “suite” offering through acquiring various small point solution companies. They were trying…
Why do most sales people struggle with territory development? There are several reasons behind this but it starts with the fact that sales management doesn’t typically convey clear guidelines around territory development expectations during the recruiting process. In fact, prospecting is an area that is generally glossed over by both the sales candidates and sales…