diagnostic selling | The Portfolio Partnership

Prospects are People not Companies – B2B Selling

by Ian Smith | Aug 17, 2015 | Sales Process, Sales Tips

The most precious commodity a sales professional enjoys is time! Where you choose to spend that time is the difference between success and failure. Your sales process (I use Prime – Diagnostic Questions) should demand that you understand the value proposition you...

My Experience with the Prime Process and Diagnostic Selling

by Ian Smith | Jun 30, 2011 | Sales Process, Sales Tips, Selling

It was in 2005 as our software business was posting solid results that I pulled together our senior sales team for a review. We had successfully implemented the Sandler Sales System with help from a local Massachusetts training company who helped really sharpen the...