Bob Beck - The CEO's Trusted AdvisorAuthor of the book "Mutual Respect: The art and practice of the Quid Pro Quo selling approach"Getting Results-Year End Performance- November 5, 2007 Getting the Results-Year End Sales Performance What will really help your sales people move business through the pipeline What messages are most likely to resonate with prospects The following 5 tips from Bob Beck are based on years of experience...http://bobbeck.typepad.com/bob_beck_the_ceos_trusted/2007/11/getting-results.html Unproductive Sales Pursuits- November 5, 2007 More than 70% of all business-to-business sales pursuits end with no fruit for the labor, in other words no revenue. A sales pursuit is defined as spending time and money pursuing an opportunity to sell your product and or services....http://bobbeck.typepad.com/bob_beck_the_ceos_trusted/2007/11/unproductive-sa.html |