There is no one way buyers prefer to interact with salespeople. Many factors influence their view of the ideal experience […]
According to legend, a young queen named Scheherazade told stories to Sultan Shahryar to save her life. Each night she
Delivering bad news to customers – not something that makes a salesperson’s day. But it would be unrealistic to think
Salespeople who are able to share engaging stories that resonate with the listener make a connection. It’s one thing to
Looking back through the history of sales, there has been an over abundance of myths, magic tricks and other forms
Getting an appointment with a prospective customer is a necessary first step for sales success – but it’s only the
In complex sales, you’re not selling to an individual, you’re selling to multiple people – a network. In any significant
While developing trust has always been important for sales success, today developing trust has taken on a new urgency due
According to McKinsey & Co’s David Edelman and Marc Singer, “the traditional ‘funnel’ model–in which consumers began with a set
Salespeople must, in a compelling way, make the connection between their solution and the outcomes that are important to the
