Tobia La Marca is spreading the gospel of sales process excellence in Italy.

As a business development rep for a tech company, Tobia has found that building structure in all his interactions with prospects – as well as seeing things from their perspective – has allowed him to create more value for his customers, his employer, and himself.

We talk about the process of “guiding” prospects to the sale, as well as ways to identify those who are worth your time and effort.

We also discuss…

• The dangers of “one-sided” conversations
• Why technology can’t solve sales programs
• The 4 things you must do when communicating with customers
• The prospects you must always avoid
• And more