Going Straight to Where the Money is Controlled

view story

http://thevarguy.com – One of the things I see frequently with sellers is a hesitation to go straight to the top, whether it’s in prospecting, requirements gathering or closing. Perhaps it stems from intimidation, but many sales people seem content to deal with mid-level staff. In some phases of the sales process you may get by, but when it comes to presenting a proposal, you have to go to where the money is controlled if you want a higher probability of closing the sale. read more (IT news)