A Sales Guy

MARCH 30, 2021

It doesn’t address topics like closing or overcoming objections or prospecting or email writing. S**t, when it was written in 2002, LinkedIn wasn’t a thing, there was no “social” selling, and your sales stack was the yellow-pages. Remember, he published the book in 2002, 6 years before the Great Recession.

Sales 166

Sales Intent Campaigns Promotion 166

Customer Centric Selling

APRIL 29, 2015

No Prospect. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. When launching CustomerCentric Selling® in 2002 the first core concept of our process was: No goal means no prospect. Sales Tips: No Goal? LAST CHANCE: Public workshop in Boston is NEXT WEEK!

Prospecting 40

Prospecting Inbound Lead Rank Lead Scoring 40

Customer Centric Selling

APRIL 1, 2013

Sales Training Article: An Underleveraged Asset By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation from last week's article , as part of the IIWII ("It Is What It Is") series. This skepticism seems to be in buyers’ DNA, but in fact is environmental.

Training 40

Training Discount Vendor Margin 40

Pipeliner

JANUARY 10, 2018

In the 2002 movie Minority Report , there was a scene that blew me away. As with the film, such online sales efforts usually end up as nothing more than annoyances, simply because it’s almost impossible for their creators to address the specific problems or issues actually confronting prospects. It’s all about the buyer.

Influencer 56

Influencer Customer Advertising Advertising 56

Customer Centric Selling

FEBRUARY 17, 2016

The first was: No goal means no prospect. Put another way, if a buyer doesn’t share a goal or admit a problem they’re willing to spend money to achieve or address there is no opportunity for a salesperson to pursue. Take a look at the sales training workshops available to get started and improve sales performance.

Buying Cycle 40

Buying Cycle How To Vendor Inbound 40

Customer Centric Selling

MAY 13, 2015

Sales Tips: Empower Your Prospects, Don't Sell Them. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Since launching CustomerCentric Selling® in 2002, we’ve tried to have vendors take buyer perspectives. Image courtesy of Janoon at FreeDigitalPhotos.net.

Vendor 40

Vendor B2C Buyer Buying Cycle 40

Customer Centric Selling

MAY 18, 2016

This was made possible by the volume of product information posted on websites (vendor opinions) and social networking that provided buyers transparent information from trusted people about offerings, service, support, etc. It will be necessary to go backward before moving forward if the buyer is willing.

Sales Process 40

Sales Process CRM Vendor Enterprise 40