What Value Does Your Sales Process Create?

By Michael J. Webb

(pdf of this article)

Most sales executives are challenged to produce better results these days. Jill Stillman, a sales executive I worked with a few months ago, seemed particularly frustrated.

"There are only 100 firms in the country large enough to buy our services. I know them all. Qualification is not my problem. What I want to know is, once I am in the account, what do I have to do to get them off the dime?"