Believe it or not, buyers want to buy your solution. And for the most part, buyers have an idea of what they need and how to get there because they have goals in mind.
Jane Gentry had much to say about her nightmare buying experiences that we might have a blog series.
Jane Gentry is an excellent connector with a fantastic set of skills. She's known as the CEO advisor. Jane is a business consultant for small to midsize firms handling everything from strategic growth issues to how we set those strategies. And the...
When making tough decisions, do you consider the laws of social influence? For instance, the group's actions and attitudes of the whole become that of the individual. We rise to the lowest level of the people we surround ourselves with.
It has been a week of sharp contrast for me. I spent most of the week celebrating our fourteenth wedding anniversary with my husband. That's another story.
How do we coach our sellers for success in a down and tough economy? Well, first, we need to address how buying behavior has changed. And what must we do to sell accordingly with that change?
In his book, The Science of Selling, David Hoffeld...
Of course, we need to have ideal customer profiles today. But how do we need them? And what do we need to include in them? Are there some questions that we need to address?
Now I'm sure that you've all had that experience with someone, you know, that person. The one who asks you many questions, but they interrupt you before you’ve started to answer the question. Then they tell you about themselves, their experience,...
Are you one of the many people in sales who wants to improve your discovery calls? And how do we do that?
Everyone wants to improve discovery calls, which I love because I often say that the close starts when you say hello. In fact, it begins a lot sooner than that when you consider how much research buyers are doing online.
