Month: August 2015

Aligning the Buying and Selling Process: Do You Understand How Your Customer Buys?

The playing fields of the sales world have been flattened. Powerful economic forces—from outsourcing and offshoring to workflow software and the Internet—have reduced the costs of entry to where almost anybody can play. The consequences? This easier entry has resulted in the commoditization of all goods and services. We hear from our clients that it’s …

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The High Anxiety: Does Your Sales Team Have Performance Issues?

Each face-to-face interaction with potential clients should be managed to move an opportunity forward.  Not knowing what to ask the customer is one reason why customers stop agreeing to schedule time, and opportunities are ultimately lost. An inability to engage in—and, indeed, initiate—customer conversations is a tell-tale sign of lack of commitment and preparation. It …

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