The 5-Minute Sales Makeover: Free Video eCourse
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By John Holland, Chief Content Officer, CustomerCentric Selling® The days are getting noticeably shorter. That means summer is winding down and sellers will soon be in the last quarter stretch run
By John Holland, Chief Content Officer, CustomerCentric Selling® The quality of a salesperson’s life in pursing opportunities is highly dependent on their starting point in the organization. I hope you would agree
By John Holland, Chief Content Officer, CustomerCentric Selling® Geoffrey Moore has written several books on product life cycles and when different types of companies are likely to buy. Early market buyers
By John Holland, Chief Content Officer, CustomerCentric Selling® A common ploy buyers use toward the end of buying cycles is having someone (often a non-Key Player) request a “best and final”
By John Holland, Chief Content Officer, CustomerCentric Selling® Committee decisions are exponentially more difficult than single buyer transactions. They are longer buyer cycles and by nature more strategic. Conversations with first-line managers
By John Holland, Chief Content Officer, CustomerCentric Selling® With the advent of online conferencing, the cost of doing demonstrations is considerably less than it was decades ago when sessions were done
By John Holland, Chief Content Officer, CustomerCentric Selling® It seems that salespeople are always trying to speed up sales cycles. Part of it I suspect is due to the monthly, quarterly
By John Holland, Chief Content Officer, CustomerCentric Selling® You would enjoy a lavish life style if you were on the PGA tour and finished second in each golf tournament you entered.
By John Holland, Chief Content Officer, CustomerCentric Selling® In initial calls it is important for sellers to conduct them in a way that helps buyers conclude they are sincere and competent.