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Tag Archives: calling high

What Business Acumen do Sales People Need?

June 6, 2013 – 1:57 pm

When people talk about Business Acumen for sales people they tend to cover a wide range of skills, knowledge and behaviours that they would like sales people to demonstrate in front of a customer. Here are some of the areas are commonly bracketed under Business Acumen: Accounts and financial statements Calling high at the C-suite, […]

Business Acumen for Sales People

May 21, 2013 – 1:19 pm

I speak to many Heads of Sales and Sales Managers and ask the question “What is it that your sales people are missing that would make them much more effective?” It may not surprise you to find out that they never answer a CRM system! Most of them talk about knowing more about a customer’s […]

Going Over your Current Contact’s Head

April 22, 2010 – 5:18 pm

This is a follow up to the Blog about Why Sales People Don’t Call High and the number one reason I hear from sales people for not calling high is that they don’t want to upset their current contact. So let’s think about this. Why don’t sales people want to go over their current contact’s […]

Why Sales People Don’t Call High

April 21, 2010 – 11:01 am

Many sales people seem to be happy to slug it out with purchsing on price, without ever considering the alternative – Sell! Yes, that’s right, actually pick up the phone to key decision makers and sell. To introduce this topic and debate why this happens in my workshops, I often run a team quiz based […]

By John | Posted in Executive Selling | Also tagged | Comments (0)

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