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