Perhaps it’s not politically correct to talk about the role of power in business. We all know, however, that dealing with and wielding power is a day-to-day reality for sales reps.
Step one is understanding the four fundamental types of power:
Position Power – derives from rank and/or authority. The title “CEO” carries more [...]
Don’t get me wrong. The notion of “The Buyer’s Journey” was a great leap forward – was. It remains extremely useful as a concept to prevent a “blinders on” focus on your sales process. Yes, you must have and follow a proven sales process; one that by definition is [...]
Perhaps it’s not politically correct to talk about the role of power in business. We all know, however, that dealing with and wielding power is a day-to-day reality for sales reps.
Step one is understanding the four fundamental types of power:
Position Power – derives from rank and/or authority. The title “CEO” carries more [...]
