So-called sales gurus claim that the rules of sales have changed and that salespeople no longer need to cold call. Instead, they tell reps to use social media to “tweet, connect and comment, instead of prospecting” and to do marketing, not selling. Sales expert Mike Weinberg advises salespeople to skip these trendy new techniques, stick to the basics and master the sales fundamentals. He provides a step-by-step plan for how salespeople can line up more potential customers and close more sales.
About the Author
Mike Weinberg is a consultant, coach, speaker, author and sales expert who focuses on new business development and sales management.