Insights

There’s an old vision of how to approach sales that still exists in a lot of people’s heads. Build a list. Make the calls. Send the emails. Follow up until somebody finally gives in and agrees to a meeting. And sure, some of that still matters. Salespeople still need to prospect, have conversations, follow up, and eventually ask for the business. But there’s another part of selling that’s become increasingly important. To figure it out, start by asking this question.