Embrace your buyer’s power position
Posted by Cliff Pollan on 13, Oct, 2014
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
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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What are the winners of sales opportunities actually doing differently?
Posted by Cliff Pollan on 11, Aug, 2014
When I first met John Doerr and Mike Schultz, of the Rain Group, it was via introduction by their European colleague Ago Cluytens. Ago and I had connected earlier and he gave me great input on Postwire. When I entered the RAIN Group offices, things were slightly amiss as they
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Are You A Trust Destroyer?
Posted by Cliff Pollan on 16, Jul, 2014
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
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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