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Prospects are People not Companies – B2B Selling

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...

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  • Why Budgets/AOPs Fail

    Why Budgets/AOPs Fail

    September 20, 2023
    As we rush towards fall and Q4, every business enters budget season. Large and small businesses alike, we dive deep …Read More »
  • The Secret of Serial Successful Acquirers

    The Secret of Serial Successful Acquirers

    September 13, 2023
    Most PE backed portfolio company CEOs need to execute successful acquisition programs. Every VP of Corporate Development is trying to …Read More »
  • Debunking Overnight Success

    Debunking Overnight Success

    September 6, 2023
    This week I’d like to share an interview I did with Todd Westra from the Growth and Scaling Podcast. It …Read More »

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