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CEO – CIO – CFO – all of these executives work in the C-suite. And many sales people have no idea what it takes to get access to them nor how to sell to this high powered group. But if you can break through the barriers that hold you back and drive the right kind of meeting – you can achieve greatness as a salesperson. On today’s show, Scott and Bill will discuss Selling to the C-Suite and much more on episode 414 of the Get in the Door Podcast.
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The single most important principle Steve learned about sales is to find out what the other person wants and help them achieve it. There is only one way to do that. By building a relationship that is built on trust. You could have the best product or service on the planet but your prospect or customer will not take action unless they know, like and trust you. Trust is something that is developed over time. It is not a one-time transaction. The first sale is always the easiest one. What comes after that is a true test of mastery.