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
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, but then somehow end up not
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
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
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