Embrace your buyer’s power position
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
David Meerman-Scott, Sales VPs and the “Communication Revolution” [Video]
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.
David Meerman-Scott, Sales VPs and Antarctica [Video]
Last week, my colleague Carrie Kuempel and I took a very short trip (it’s a 7 minute walk) over to David Meerman Scott’s office to interview him about his new book – The New Rules of Sales and Service. In my view this is a seminal work, much like his book – The New Rules of Marketing and PR.
That changed how many people thought about marketing and I think this work will do the same for sales.
What are the winners of sales opportunities actually doing differently?
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
Are You A 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