This is a conversation with Steve Browne. Steve has been a successful Account Executive in high tech for about 30 years. In this interview, we discuss:
How he went to extreme lenghts to get the biggest deal of his career The line he uses to break the ice Tactics that turn skeptical and resistant prospects into cooperative customers We also discuss his book, "Traction" which which was used at Stanford Business school. It reveals:
The three questions he uses to qualify deals The 10 steps of the sales cycle How to turn your pipeline spreadsheet into a crystal ball (aka the art of forecasting) You can download for free here: http://www.innovatorstraction.com
For show notes, and additional selling resources, please visit: www.salespolish.com
QUESTION(S) OF THE DAY: What was your favorite quote or lesson from this episode? Please let me know in the comments.
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