Persistence or Annoyance
I was recently visiting an established client and saw the opportunity to “drop In” on a potential client that I had been repeatedly trying to contact. Why wouldn’t you, I hear you ask? I approached… Persistence or Annoyance
Selling the Solution, Not the Product
Selling can be sleazy when it’s manipulative. “Let me convince you to do something, so I’ll get what I want.” If you want to grow your business, and feel good about yourself at the same… Selling the Solution, Not the Product
The Most Common Sales Fallacies
For many years, I have struggled and beaten off my competition through hard work and failures. I have read many books and many articles on how to be the best Salesman or the Best Marketer… The Most Common Sales Fallacies
A Strategic Competitive Advantage also Requires a Competitive Strategic Sales Strategy
Although Strategic Planning requires alignment of a multitude of separate and critical organizational areas, a major part of any Strategic Plan is a sound, competitive strategic sales strategy with appropriate and effective goals and related action-step /… A Strategic Competitive Advantage also Requires a Competitive Strategic Sales Strategy
Sales Strategy Implementation: Why Culture Matters
Note from the Editor: Charles Fiaccabrino is a seasoned executive with 50+ years of sales management experience. Charles began his career at Hoffmann La Roche on April 1st, 1969 as the first diagnostics sales representative… Sales Strategy Implementation: Why Culture Matters
Implementation: Turning Sales Theory into a Reality
Scores of manuscripts, books, periodicals, and assorted publications have been written about Sales and Sales Management–most of which are brilliantly conceived and well intentioned. The reader understands the basis of the information either theoretically, conceptually,… Implementation: Turning Sales Theory into a Reality