Category Archives: Sales cycles

co-authored with John Holland, Co-founder, CustomerCentric Selling In a recent presentation for Corporate Visions, Scott Santucci of Forrester Research noted that  CEOs are increasingly worried that their selling systems are not adapting quickly enough to accommodate changing business strategies. In … Continue reading

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Recently had the pleasure of gaining John Holland’s perspectives on the keys to high performing sales teams. The titles of John’s best-selling books, in many ways, nicely summarize his thinking. CustomerCentric Selling and Re-Thinking the Sales Cycle. A summary of … Continue reading

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Attended the Sales & Marketing 2.0 Conference earlier this week. It was time well spent. Four themes emerged: ONE: BUYERS NEED HELP + SAAVY FIRMS ARE RESPONDING Buyers are looking for sellers that can create more value, faster. At the … Continue reading

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At the AA-ISP Leadership Summit, forward-thinking sales leaders compared notes on what best-in-class inside sales teams are doing to improve their performance. Industry leaders briefed attendees on the results of their initiatives + reflections on industry trends.  Attending vendors shared … Continue reading

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In this podcast, Steven Forth and I discuss our respective takes on the importance of improving the effectiveness of sales conversations and pricing negotations.  This includes the importance of uncovering buyer value in improving both. We also discuss some of … Continue reading

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Kevin Davis’ new book, Slow Down, Sell Faster, thoughtfully explains how sales people can speed up business-to-business sales by slowing down to get into synch with each customer’s buying process. The key to this, in Davis’ view, is to match … Continue reading

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Ron Karr recently published a fascinating look at the leadership practices of top sales performers. Simply put, Karr says sales people should lead (and thereby sell), or get out of the way. He contends that the future in B2B sales … Continue reading

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An article to be published in the July edition of the Harvard Business Review shows the value of improving productivity in customer service by improving the Return-on-Effort for customers. It shows that delighting customers doesn’t build loyalty, reducing their effort … Continue reading

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