Can you advise how to better find out in the early stages of the sales process if my contact point is the DM?
- [Woman] We have a question here from Virginia in the UK, … who's a behavioral psychologist … and business performance coach. … She says this, "My question is, … "is resilience now a bigger challenge for sales forces … "due to the impact of continuous and rapid change?" … - [Dean] Hi, Virginia, I really like this one. … And what's interesting is that you could replace, … in your question, the words sales forces … with marketing teams, IT departments, financial managers, … or any type of job, since we're all faced … with continuous and rapid change. … It's just not salespeople. … I don't think it's just me in saying … that it feels like things are moving faster, … and businesses are transforming more than five, 10, … or even 15 years ago. … Part of me thinks back 25 years ago, … and it just feels like there was a steadier path back then. … Sure, there was change, but it just seemed more predictable. … Of course there was change, … and so often we have selective memories, … but the business world is moving a lot faster today. …
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- Handling objections
- Balancing sales targets and relationships
- Social selling
- Motivating salespeople
- Finding the decision maker
- Staying positive and resilient