if-people-buy-from-people-why-are-we-racing-in-the-opposite-direction 
Partners in Excellence
DECEMBER 11, 2017
In complex B2B buying, I believe the old maxim, “People buy from people,” is still highly relevant. There’s probably a lot of data that supports this, but, anecdotally, let’s reflect: Complex B2B buying decisions are most often consensus decisions.
Partners in Excellence
NOVEMBER 13, 2018
Why would we want to — or even need to scale authentic communications? Can we even be “authentic” at scale? Can we even be “authentic” at scale? Don’t they become “inauthentic” if we start scaling, automating, and personalizing just enough and not too much?
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Close.io
FEBRUARY 11, 2020
But the best reps know that real, long-term success doesn’t come from pushy persuasion or verbal acrobatics, but from the exact opposite: Candor, honesty, and vulnerability. When you ask someone to buy your product or service, you’re really asking them to change their workflows, habits, and even business.
John Barrows
JANUARY 30, 2019
Besides putting down the distractions, and focusing on the conversation you’re having, there are a few tactical things we can all do to become better listeners. That’s because you can listen much faster than people can speak. That’s because you can listen much faster than people can speak. 125-400 Rule. Put your cell phone away.
Nutshell
JANUARY 30, 2020
Powerful and versatile, CRMs are used to manage every aspect of the sales pipeline , from signing up newsletter subscribers to nurturing longtime customers, and literally everything in between. They typically contain company news, announcements, customer shoutouts, recent blog content, and are far from being considered “selling material.”
Partners in Excellence
APRIL 25, 2018
” I think it’s important to reflect on this as we think about our customer engagement and our scaling strategies. If we consider what customers are saying, customers want, in fact are hungry for substance. They want sales people who understand them, their businesses, their markets, their competition.
Sales Hacker
MARCH 9, 2021
If you missed episode 150 check it out here: Driving Sales Home: Tips From an Auto Dealership with Michelle Benfer. How to shift from marketing to sales without losing steam [14:11]. How to shift from marketing to sales without losing steam [14:11]. The great reset: From sales-led to product-growth orientation [19:11].
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