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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What do Patient/Doctor and Buyer/Salesperson have in Common?
Posted by Cliff Pollan on 08, Jul, 2014
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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Webinar: Help your sales teams sell smarter, faster
Posted by Cliff Pollan on 07, Jul, 2014
We recently celebrated Postwire’s second birthday, a big milestone in our young life, and I’d personally like to thank you for your support! An important value for our product and company is sharing insights and learnings. Fortunately, our clients have been very generous in sharing what they’ve learned and how
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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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