It used to be, as sales professionals, that the purchasing or procurement manager was the unseen force that stood in...
Selling to Purchasing Managers
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Build Your Brand: Five Ways to Improve the Impression You Leave with Buyers
As business leaders, we know that vague concepts can be deal-killers – and something as essential to the seller-buyer...
The Keys to Shortening Your Sales Cycle
For cash-starved companies dealing with the lingering impact of the COVID-19 pandemic, new deals can’t be closed fast...
Small Changes Make a Big Difference: How 1% Can Boost Your Bottom Line
In a world still awakening from a virtual economic shutdown, it’s tempting, as sales professionals, to try and do...
Protect Your “A” Players
If sales were a boxing match, you could equate the second quarter of 2020 to a seasoned heavyweight champion who has...
Avoiding Acts of Random Sales – How to Shift the Conversation from COVID
With an internal soundtrack fueled by Willie Nelson’s hit tune, “On the Road Again,” or perhaps with the melody of the...
Communicating With “Smart Intentionality”: How Empathy Continues to Win in a Post-Pandemic World
When the COVID-19 pandemic swept the world with its full fury, it quickly became evident that empathy would rule the...
Value-Based Selling: The Keys to a Successful ROI Discussion
Value-Based Selling: The Keys to a Successful ROI Discussion If learning how to sell in the “next normal” isn’t...
The Smell of Fear: How Bad Habits Can Kill A Deal
Science tells us that the “smell” of fear is real. Secreted by pheromones that are triggered by the fight or flight...
Virtual Training, Today: Five Keys to an Immediate Sales Payoff
For a workforce that is used to earning more immediate dividends on their work, most sales professionals have been...