01/23/2006
Salespeople need smarts; here's how to get them
Colleen Stanley
A salesperson's intellect is becoming more important than ever.
Intelligence is an important value proposition because the information age has made product knowledge a commodity.
The salesperson of the future needs to understand the business of business, not just a prospect's business and services. If a salesperson doesn't understand the big picture of business, there is no way he or she can consult and discuss how their application fits into the overall strategy of their prospect's company.
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Colleen Stanley is president
of SalesLeadership Inc. in Denver. Reach her
at cstanley@salesleadershipdevelopment.com or
303-708-1128.