Tobia La Marca | The Dangers of “One-Sided” Prospect Conversations
Tobia La Marca is spreading the gospel of sales process excellence in Italy. As a business development rep for a tech company, Tobia has found that building structure in all his interactions with prospects – as well as seeing things from their perspective – has allowed him to create more value for his customers, his […]
Jeff Galas | The Mindset Shifts You Need to Boost Sales
Do you know who your ideal prospect is? Are you sure? Jeff Galas, founder of On Purpose Growth, maintains that too many companies are wasting their marketing dollars and misusing their sales force because they don’t actually know. But Jeff gives you the tools to find the right answer too… and make sure your whole […]
Steve Hollingsworth | The Systems Thinking Approach to Business Problems
When things are going wrong in a business, it’s the tendency of many managers and owners to blame employees. But, says Steve Hollingsworth, principal consultant at Ottimizzi, you should focus on the processes and needed changes there, not the people stuck working in those processes. This is especially true in sales and marketing – […]
