Tag Archives: skills

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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