Tag: sales cycle

Derailing the Deal, Part 4: Me-Too Positioning and Messaging

Derailing the Deal, Part 4: Me-Too Positioning and Messaging

Do you ever feel like your deals are heading down the track toward success, but then somehow end up not
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Derailing the Deal, Part 3: Status Quo Wins

Derailing the Deal, Part 3: Status Quo Wins

Do you ever feel like your deals are heading down the track toward success, malady but then somehow end up
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Lessons from Buying a Car – 1990s Style

Lessons from Buying a Car – 1990s Style

Think back to the 1990s… think about the journey of purchasing a vehicle. In order for you to learn about
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Your Service is Only as Good as the Value it Provides (Part 2)

Your Service is Only as Good as the Value it Provides (Part 2)

Previously I wrote about how providing value to customers means taking responsibility for their success, and I outlined four principles
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Sales Professionals Waste 2 Days Per Week Doing This

Sales Professionals Waste 2 Days Per Week Doing This

According to research conducted by the CMO Council salespeople invest upwards of 40% of their time creating presentations and other
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