Category Archives: Informed Buyer

Who Cares!?

Who Cares!? My first sales training included role playing with this phrase as a focus.  Effectiveness in getting customers to recognize that your solution is something they need to care about, is still a primary challenge for sales people and … Continue reading

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Spear Fishing and the Art of Selling

I read a great quote recently from a CIO who wants to work with VARs (salespeople) who are ”spear fishing” when contacting him. It struck me that this was the perfect metaphor for selling today… sales expertise is like being … Continue reading

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Perspective: On Being a LEAD

It was on Sept. 1, 2011 that I became a lead. I didn’t start out that way. Initially, I was one of 45,000 ”attendees” at Salesforce.com’s Dreamforce conference. By the time I left the San Francisco conference, the ecosystem of … Continue reading

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Buying Processes are Changing – Are you?

When was the last time you called a restaurant to find out what’s on the menu and to make a reservation? It’s likely you’ll have to search your memory to remember. As a consumer, I know I go to the … Continue reading

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