The hardest thing about B2B selling today is that customers don’t need you the way they used to. In recent decades sales reps have become adept at… Read more “The End of Solution Sales – Harvard Business Review”
Category: Moments of Truth
Strategies for Answering Your Customers Toughest Questions – Harvard Business Review | The Edge
One of the hardest things to do in all of sales is handle tough questions from skeptical prospective customers. After interviewing thousands of customers as part of… Read more “Strategies for Answering Your Customers Toughest Questions – Harvard Business Review | The Edge”
The Impact of First Impressions | The Edge
It has long been asserted that people make up their minds about people they meet for the first time within seconds. According to Malcolm Gladwell, in Blink:… Read more “The Impact of First Impressions | The Edge”
How to Turn a Relationship Into a Sale – Keith Ferrazzi – Harvard Business Review | The Edge
The impact of relationship building with your customers may surprise you. Ferrazzi Greenlight’s study of 16 Global Account Teams (PDF) showed that these strategic, relationship-focused teams grew… Read more “How to Turn a Relationship Into a Sale – Keith Ferrazzi – Harvard Business Review | The Edge”
Consciousness In Business 