Vistage Research Center

Get actionable, data-driven insights and expert perspectives from our global community of CEOs and thought leaders. Led by Joe Galvin, Chief Research Officer

Greta Schulz

  • How to Recognize Common Sales Excuses During a Call Article

    Ashley, a Sales Representative for a regional software company, makes several calls a week to new potential prospects to request a meeting to demonstrate her product. She gets lots of voice mails, speaks to lots of gatekeepers and sends a lot of emails with no response. Every once in a while (statistically 5 out of

  • How to Translate Excuses from Sales Prospects Article

    Ashley, a sales representative for a regional software company, makes several calls a week to new potential prospects to request a meeting to demonstrate her product. She gets lots of voice mails, speaks to lots of gatekeepers and sends a lot of emails with no response. Every once in a while – statically five out

  • It’s About the Process Article

    Once you give away your information, you have given up any form of control and are literally at the mercy of the prospect. Remember: It’s not about the sale; it’s about the process.

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