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Embrace your buyer’s power position

Posted by Cliff Pollan on 13, Oct, 2014 30861452_m

Cliff Pollan, CEO, Postwire It’s virtually impossible to disagree—and foolish to disregard—that buyers today are in control. They search the web and connect with their social networks way before they connect with salespeople. So, as you’d expect, many CEO’s and C-suite executives are challenging their teams to develop strategies that

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David Meerman-Scott, Sales VPs and the “Communication Revolution” [Video]

Posted by Cliff Pollan on 05, Sep, 2014 Communication Revolution


In my recent interview with David Meerman Scott, around his just published book, “The New Rules of Selling and Service”, he shared how foundational a change we are experiencing in selling and service .  Also, the  challenges felt by Sales VP’s (and the executive team) in accepting the change and implementing new strategies reflecting this change.

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Are You A Trust Destroyer?

Posted by Cliff Pollan on 16, Jul, 2014 trust destroyer

The foundation of a successful sales cycle is to establish a trusted relationship. Unexpected surprises can shake a budding relationship. Every salesperson should learn how to avoid unexpected surprises. Any product or service has shortcomings. In the scheme of the overall offering, those shortcomings will normally not affect their desire

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An Unconventional Idea for Accelerating Sales Cycles

Posted by Cliff Pollan on 01, Jul, 2014 radar

  A simple suggestion for sales reps – Answer your prospect’s question before he or she thinks to ask the question. This approach results in three benefits: Builds Trust Accelerates Sales Cycles Increases Close Rates This approach is counter to conventional thinking, so let’s explore how business buyers’ behavior is

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Be Relevant or Be Deleted: The Top 10 Ways to Sell Value

Modern buyers turn to massive amounts of information through web searches and crowd-sourced feedback before they even think of turning to you.