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, but then somehow end up not
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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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