As a mentor of mine often says, “If you’re not tooting your own horn there is no music!” Those whose livelihoods depend on externally focused relationships such as business development professionals, all understand the power of reference selling. In any economy there is an enormous level of comfort in a buyer’s journey when they get unsolicited recommendations from other satisfied buyers – it’s...
Posted By NourGroup on Feb 16, 2009 6:20:33 PM
Posted By NourGroup on Oct 11, 2008 11:55:39 PM
By Neal Gorenflo & David Nour
Many B2B sales organizations create separate roles for winning new accounts (hunting) and winning additional business from existing accounts (farming). This can lead to little to no coordination between sales people. This is a colossal blunder. Why?