learning systems sales

If the buyer hasn't shared enough of the right information to help you craft a compelling, coherent, complete - and differentiating - proposal, it's your responsibility to ask for more input, but be prepared to explain why this is critical and why they should care.

Inexplicably, vendors make the most prose mistakes in these two areas of their proposals, yet these are the sections that every executive spends the most time reviewing. 

You can’t do too much research on your prospect, their business and their industry before and while engaging in the sales cycle -- the more you know, the better chance you differentiate from the competition.

If you have been doing your job establishing your network on LinkedIn, almost every prospect is in your first or second-degree network unless you are just starting out.