CustomerCentric Selling Helps Graebel Achieve Record Sales Performance
CustomerCentric Selling Helps Graebel Achieve Record Sales Performance
2 PagesCustomerCentric Selling® Helps Graebel Achieve Record Sales Performance • When making calls as “Column B” (requirements already established) sellers now had a structured way to change the requirements and to gain access to Key Players. • Sellers would target executive titles by leading with business issues, when prospecting for new opportunities. • Proactive prospecting calls at high executive levels would allow salespeople to
