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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
Courtesy of Primary Intelligence, a CustomerCentric Selling® Partner Building a strong customer base is a game of inches, as the football analogy goes. To sell the deal, you have to find the
Courtesy of Primary Intelligence, a CustomerCentric Selling® Partner Can you salvage a deal that’s on track for a loss? And if you can, what does it take to recover it? For this
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
By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company A great deal of thought and effort goes into helping sellers understand what to say in different situations with prospects
By John Holland, Chief Content Officer,CustomerCentric Selling® - The Sales Training Company I was involved in a lengthy meeting this week that was primarily about creating demand in light of the fact
By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company It seems everyone is in a hurry these days unless they’re retired. When people ask for one word that describes
By Connie Schlosberg, Primary Intelligence Are you having a hard time getting buyers to talk to you? How many times have you tried to find out how your most recent sales opportunity went