If there is one idea you take from social selling to pass for sales training to your sales reps in 2014 – MAKE IT THIS ONE!
The problem your reps are having:
The buyer is going Black Ops dark on your sales reps during the proposal-to-close phase of the buying process. What was supposed to be “they asked us to call them next week” turns into “I’ve been calling them for 6 weeks, with no response!”
