Taking Care of Business: capturing lost opportunities in sales - It's not pure science, but requires artful execution

摘要

I recently watched an interview with Tibor Shanto, a Toronto-based B2B sales expert, discussing whether sales is art or science. Shanto was making the case that while not purely science, sales most definitely needs to be rooted in science, in the form of a defined, vibrant, validated and adhered-to process. I caught up with Shanto, principal at Renbor Sales Solutions, to discuss how process can improve sales and enable sales people to capture opportunities they would have otherwise lost.