The Hard Worker

By Joni Santos

The Sales Executive Council has found through their research that B2B sales people fall into one of five profiles – the Challenger, the Relationship Builder, the Reactive Problem Solver, the Hard Worker, and the Lone Wolf. Our experience tells us that while many top-performing sales people can display more than one of these behaviors, they do provide a quick shortcut to categorize sales professionals.

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Understanding Customer Purchasing "Triggers"

By Michael Perla

Mary Minnick, the former CMO of Coke, liked to talk about 10 primal “need states” (e.g., hunger and thirst, health and beauty, etc.) in understanding the triggers around a customer purchasing one of Coke’s products.

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