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What do Patient/Doctor and Buyer/Salesperson have in Common?

Posted by Cliff Pollan on 08, Jul, 2014 postwire-blog-image

  Today,  we are featured in the New York Times for the use of Postwire in Healthcare. Dr. Peggy Kriss (PeggyKriss.com) is highlighted as an early adopter of the Open Notes in Mental Health movement  and a sample of one of her Postwires is linked in the article for viewers

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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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Eyeball Your Prospect – Virtually

Posted by Cliff Pollan on 29, May, 2014 8316110_m

  Turn on your camera. Yesterday, I was on my third meeting with a prospective client.  They set it up on their Bluejeans account. Different than many virtual meetings, it was a video call by default. Early in April, I  had a four way meeting with a prospect on their

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CEOs – Give your sales team the support it deserves

Posted by Cliff Pollan on 18, May, 2014 Verizon proposal

  I was in a local restaurant recently when a rep from Verizon stopped in to call on the owner. He was polite, but it was lunchtime, and he quickly realized that the timing was not right. The next day, I was having a meeting with a prospect in our

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Collaborative Selling – No More Product Demonstrations

Posted by Cliff Pollan on 14, May, 2014 Blackboard

  I was watching broadcast news, a rare occurrence, when an  interesting segment came on about a principal who had decided to flip the way that his school engaged with their students. Instead of having the standard process of lecturing in the classroom with students doing homework in the evening

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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.