Gary Brooks

Gary Brooks
3 Tips to Use B-to-B Purchase Behavior to Improve Sales Performance

One of the greatest challenges faced by B-to-B sales professionals is prospecting, cold calling, door knocking or determining which companies have a high propensity to buy their products and services. A good friend of mine is a very successful B-to-B sales rep with a track record of closing very large deals, but he despises prospecting and frequently says "I love selling, but I absolutely hate prospecting because it's so time consuming and inefficient; it's like looking for a needle in a haystack. What I need is a sales GPS which gives me turn-by-turn directions to only those companies who will buy my products."