Recently, a good friend, who's a senior manager in a Sales Automation Tools … [Read more...]
Tag: Future Of Buying
Using What You Sell......
Embracing Objections Posted on August, 2017
I just saw the term, "Objection free selling." In fairness to the person … [Read more...]
Where Did That Close Date Come From? Posted on August, 2017
Bob Apollo recently wrote a great piece, "Where Did That Close Date Come From?" … [Read more...]
Changing Channel Dynamics, Driving Channel Success In The Face Of Changing Customers Posted on July, 2017
Channels have always been a critical part of most organizations' Go To Customer … [Read more...]
The Buying Process, It Only Happens 1 Time! Posted on July, 2017
Customers struggle with buying. There's a huge amount of data indicating the … [Read more...]
Are We Getting Prospecting Wrong? What Is The Customer's First Impression? Posted on July, 2017
Today, most of what I hear from sales people and executives is they are … [Read more...]
Value Creation, Are Your Customers Holding Up Their End? Posted on July, 2017
I wrote, The Arrogance Of Creating Value For The Customer. Most of the time … [Read more...]
Understanding Your Customer's Needs And Requirements Posted on July, 2017
In my formative years in selling, one of the key things I learned was to … [Read more...]
Our Products Are Becoming Commoditized! Posted on June, 2017
It seems every product, regardless of how complex, is destined for some level of … [Read more...]
Compressing The Sales Cycle Posted on June, 2017
There's an interesting conversation going on in LinkedIn. It starts with the … [Read more...]
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