The Circuit was thrilled to feature Bob D'Agnillo at the Regional Entrepreneur Forum. Bob shared some methods and techniques to analyze how effective your sales people are going out making sales calls on executives.
Let's take a look at how they call on customers and prospects to see if they truly are in alignment with what the buyer wants to discuss with them.
You'll find you don't need to always be out there with them to see how effective they are when they have 30-60 minutes with a prospect.
We'll dive into why sales people are more comfortable calling on I.T. type individuals rather than the executives that own the critical business issues that are driving certain companies to look at how they need to change the way they do business in today's very difficult economy.