Revenue happens when there is trust between a buyer and a seller. To establish that trust, you need one thing - real conversations about actual business challenges. The truth is, most sales teams only spend 37% of their time having, or preparing for, those conversations. The rest of their time is spent on administrative work that adds no value to prospects and does nothing to help deals move forward.
Top-performing sales organizations work hard to maximize the amount of time their team spends out in the field (or on the phone) having real conversations with buyers. That means taking a hard look at the tasks that are being done and ruthlessly removing any that can be eliminated.
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