You or your salespeople are on a call. Is it an uphill battle? Do you feel like you need some luck to win the business? Are you up against an incumbent - and your prospect is happy with them? Are there too many competitors - and you are having trouble getting noticed? Does the prospect claim to only care about price - and you aren't the lowest? Do they just want a proposal or a quote - and you feel like you need to provide it to them? Do you have trouble winning most of the time? Do you almost always face resistance of some kind? Is it difficult to simply get a meeting?I wrote an article for the SellingPower blog where we discuss the challenges of being an underdog. Read it to now to learn how you can outsell the big companies.
Another one of my articles was named the Top Sales Blog post of the week. If you missed it, I explained how coyotes show us the importance of external motivation.
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There was a tremendous amount of interest in these ten articles over the past 4 months: