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By John Holland, Chief Content Officer, CustomerCentric Selling® At the risk of sounding like my parents, selling seemed so simple 25 years ago. Sales was on its own island and were
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® 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® Henry Ford is credited with creating production lines allowing cars to be built consistently regardless of the staff that assembled them. I’ve worked
By John Holland, Chief Content Officer, CustomerCentric Selling® Soon after starting my sales career I became aware there was a staggering list of things I needed to learn. The biggest challenge