Tag Archives: Customer Focused Selling

Why Your Sales Stages Don’t Matter

Sales stages are hot topics these days. The Opportunity Stage includes triggered learning, content delivery,...

Sales Methodology – Don’t Get Stuck on Repeat

Learn from Bill Murray in Ground Hogs Day. Don't repeat mistakes over and over and...

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Sales Tips: Meeting Changing Needs

A competitor changes one of your prospect’s needs by providing a product with a capability...

Sales Secrets: Why Being Nice Isn’t Enough

It's often said that people buy from someone they like. If you believe that to...

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Sales Ethics – The Importance of Trust

Always Ask the Right Questions While shopping this past weekend I was approached by a...

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B2B Sales Process: Understanding the Customer’s Business

B2B Sales Product Specialists I’ve seen many organizations spend countless resources making certain their sellers...

Improve Sales Performance With One Simple Question

How to Improve Sales Performance: A Narrative Cathy was presented with a great lead from...

Sales Strategy: The Importance of Learning

For too long the sales profession has viewed learning as an event. We conduct sales...

Sales Process: Matching Your Customer’s Buying Process

I recently conducted a sales effectiveness workshop for an AXIOM client that included an unusual...

Mindshare: Do you want 1% or 99%?

How do you spend your time? According to Investopedia, “Mindshare is a marketing term that...