From Jose Palomino, CEO of Spyglass Selling for the SellingPower.com Blog.
You already know how difficult it is to consistently meet – let alone, exceed – your goals if your sales team struggles to identify and win new business. Sure, you can sometimes make your numbers by relying solely on your largest accounts, but that’s not a strategy for winning over the long term. To improve outcomes, you simply must cultivate the prospecting mindset of your sales team. While this can be challenging, you can do it once you understand exactly what this mindset is – and whether your sales team has one.
– See more at: SellingPower.com Blog