Tag 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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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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