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
What do Patient/Doctor and Buyer/Salesperson have in Common?
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
Webinar: Help your sales teams sell smarter, faster
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
An Unconventional Idea for Accelerating Sales Cycles
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