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Welcome to the Good Selling Radio. Podcasts for sales professionals looking for peak performance. GSR shares ways to make new and existing customer relationships easier, more effective, and more enjoyable. In a changing and busy sales world, take some time to stop for a moment and reflect, reframe and refocus.
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Friday Apr 05, 2024
Friday Apr 05, 2024
This is part six of a series of 7 short podcasts on sales & sustainability from a webinar with Richard Higham and the ISP
We can't do everything everywhere. Focus on where the oppotunities are.
- Practise on the less important customers who are open to ESG
- Move on to the heartland - they are open to ESG and offer you big opportunities
- After this work on the customers who offer big opportunites but who are not yet convinced about ESG
- With customers who offer limited opportunity and are resitant to change, maintain light touch communication but don't waste expensive selling resources
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