Identifying The Decision Maker. By: Matthew Hibbert Determining who the decision maker is in an organization is essential to being a successful salesperson. The number one way salespeople waste their time is talking to the wrong person. Taking a strategic approach and honing in on the right people within an organization can drastically shorten your […]
How to identify the ideal prospect. By: Matthew Hibbert Most salespeople today are responsible for obtaining their own leads. As it can often take dozens of rejections before a meeting is finally booked, prospecting is one of the main sources of anxiety for most salespeople. Learning how to be efficient and effective with this process […]
You gotta get it right, and hold it tight, forever and ever. As technology enhances, many entrepreneurs think the end of B2B sales team is near in the current business world; however, it is the rise of new B2B sales reality. BCBusiness invites Boyd Liski, the Founder of Iksil Group Inc, to discuss sales training […]
Opportunities don’t happen. They are created. Long gone are the days when luck was an acceptable component of any sales person’s arsenal. So, too, is the notion that opportunities simply happen. It’s just not done that way anymore, says Boyd Liski, co-founder of FOCUS Selling Systems (FSS), a service and training company that he and […]