FREE TRIAL Product Pricing About Press Use Cases Contact Log In
Facebook   Twitter   LinkedIn

The Postwire Blog

David Meerman-Scott, Sales VPs and Antarctica [Video]

Posted by Cliff Pollan on 05, Sep, 2014 Antarctica Blog Snapshot


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.

read more Read More

Are You A Trust Destroyer?

Posted by Cliff Pollan on 16, Jul, 2014 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

Read More read more

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

Read More read more

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

Read More read more