Sales Tips: 5 Things to Do NOW to Avoid Year-end Stress
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...
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Sales Tips: Where You Start Impacts the Outcome
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...
Sales Tips: Who Is Calling On Whom?
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...
Sales Tips: Avoid Negotiating with Buyers Unless You’re “Column A”
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...
Sales Tips: Beware of Your Adversaries
By John Holland, Chief Content Officer, CustomerCentric Selling® Committee decisions are exponentially more difficult than single buyer transactions. They are longer buyer...
Sales Tips: Why Do a Demo?
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...
Sales Tips: Setting the Pace with Buyers
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...
Sales Tips: Losing Slowly – 6 Signs That All Is NOT Well
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...
Sales Tips: 5 Steps to Quantifying Value for Buyers
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...