This blog post address a very common pitfall that even the most successful salespeople find themselves falling into. When selling to a decision maker, particularly those operating in the tech sector, salespeople have a tendency to push a product or service’s ease of use when they should be focused on addressing the potential client’s idiomatic problems.
When it comes to making a sale, a good rule of thumb is that research should be as holistic as possible while the pitch should be as detailed and specific as possible.
Read the full article here: http://www.jillkonrath.com/sales-blog/is-this-person-sabotaging-your-sales-success
