According to King of Sales Jeffrey Gitomer, one of the biggest sales barriers is identifying the real decision-maker. Deb Calvert, President of People First Productivity Solutions, agrees. These sales pros share two questions to help find who you should be making your sales pitches to without damaging your potential sale.
How much pre-call research should sales reps do? Should you be calling your prospect or would an email work better? We answer these questions in episode 16 of the Sell Smarter video podcast from SalesFuel.