Sales Craft: Triangulation

Sales Craft: Triangulation

In a sort of sales stream of consciousness, the post the other day got me thinking about preparation before the BIG presentation.  Preparation in the selling sense of doing what needs to be done in order to avoid surprises, effectively applying what I refer to as triangulation. In sales terms, triangulation is the act of establishing a broad, […]

Sales Craft: Planning to Stop

Sales Craft: Planning to Stop

I happened to be reading a book on consulting(from my perspective, effective sales people should consider themselves as trusted advisors to their customers, and prepare themselves accordingly) and in it the author mentions that during the culmination of the consulting project, there is a findings meeting where all the work up to that point is communicated and […]