Regardless of whether you agree or disagree with the recent HBR article’s, “The End of Solution Sales,” proclamation, one thing is certain. The authors of If the Customer Is… Read more “Collaborate or else . . . . | The Edge”
Category: Moments of Truth
Relationship Building Is Much More Than Selling | Inc.com | The Edge
The best business relationships are not those who are “sold” to, but those who act as referral points or credibility references that result in sales, far beyond… Read more “Relationship Building Is Much More Than Selling | Inc.com | The Edge”
How Language Shapes Your Sales Success | The Edge
What we say in our organizations, even in confidence, has the uncanny ability of coming out at our clients. And it is not necessarily the good stuff.… Read more “How Language Shapes Your Sales Success | The Edge”
Sales Reps Should Avoid Customers Who Are Ready to Buy – Brent Adamson, Matthew Dixon, and Nicholas Toman – Harvard Business Review | The Edge
Research data by Adamson, Dixon and Toman suggest that late engagement by sales in the customer’s purchase decision is frighteningly common: the average customer’s decision is nearly 60%… Read more “Sales Reps Should Avoid Customers Who Are Ready to Buy – Brent Adamson, Matthew Dixon, and Nicholas Toman – Harvard Business Review | The Edge”
Consciousness In Business 