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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® 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® How should sellers reply when they are not going to win a transaction but are asked for a “best and final” number? Some
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® 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® Vendors and salespeople seem enamored with the word: “Solution.” In my mind the term is vague, usually misused and a terrible waste of three