Tag Archives for " recession "

Greg Helfrich | Building the Sales Process Into the Company, Rather than the Salesperson

 Greg Helfrich, national operations manager at Elrus Aggregate Systems, had a simple question: His salespeople were good a what they did. So, why were some able to sell at list price, while others couldn’t? That kick-started an ongoing journey to create improvement. They already had decent sales training. But sales training is general, not […]

Burke McCarthy | How to Grow (Relative to Your Competitors) During Any Recession

Too often, says Burke McCarthy, companies focus on their product… the technology they’re offering, as well as the price. But prospects and customers don’t care about that. No, they’re looking for value. And that exists only between their ears, not in your product. This recognition fundamentally changes how you approach sales and marketing. Burke reveals […]

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