I'm a great fan of Jeff Shore. Recently, he wrote a post, The Buying Formula: … [Read more...]
Tag: Sales Strategies
How B2B Buyers Make Purchase Decisions
Lean Sales: Cause And Effect Posted on July, 2015
x Connect via LinkedIn Subject Message Connect Whether we are … [Read more...]
Why Are They Buying---Do They Know? Posted on July, 2015
I've written, often, about the importance of understanding why our customers are … [Read more...]
Focus On The Customer, Magic Happens! Posted on June, 2015
Several weeks ago, I did a deal review with a client. It was a very large … [Read more...]
What Does It Mean To Be A Channel In An Omnichannel World? Posted on June, 2015
All the talk in B2C and B2B these days is "omnichannel." The B2C world has … [Read more...]
If All We Use Is A Hammer....... Posted on June, 2015
There's the familiar saying, "If all you have is a hammer, pretty soon … [Read more...]
Providing Clarity Posted on June, 2015
Regardless of our role--customer, sales person, sales manager, executive, we … [Read more...]
Did You Write The RFP? Posted on June, 2015
I was asked to participate in a deal review. It was one of those "mega" deals, … [Read more...]
Live By Your Products, Die By Your Products! Posted on May, 2015
We're in love with our products. At the drop of a hat, we will wax on endlessly … [Read more...]
The Killer Closing Technique Posted on May, 2015
Sales people continually looking for the killer close. Somehow, there has to be … [Read more...]
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