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.
Janek Performance Group
AUGUST 23, 2023
Most buyers cannot afford to be impulsive. But as trusted advisors, B2B sellers can still generate urgency to help skeptical buyers help themselves. Buyers may think falling short of goals is suboptimal, but not catastrophic. Every buyer has something that gives pause. Of course, all buyers assess needs differently.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
SBI Growth
JULY 13, 2013
You will see the skills you need in a rapidly changing buyer environment. Dave worked for Paul from 2002-2008. Buyers have shifted. He explained to Dave that in the last 2 years, the informed buyer has changed the game. Along with listening to customers, Dave has embraced social prospecting. The Situation.
Customer Centric Selling
APRIL 29, 2015
No Prospect. When launching CustomerCentric Selling® in 2002 the first core concept of our process was: No goal means no prospect. In other words, if sellers can’t get potential buyers to share desired business outcomes (or problems) they’re willing to spend money to achieve (or address), there’s no selling to be done.
Pointclear
MARCH 6, 2012
Stephanie Tilton is a content-marketing consultant who helps B2B companies craft content that engages prospects and customers, nurtures leads and advances the buying cycle. Understand the Buyer’s Experience. Overall, it requires an understanding of the purchase process from the buyer's point of view.
Emissary
JULY 1, 2022
You can build ideal customer profile, target account lists, and key buyers in the system and target and measure. Founded in 2002, MRP looks at ABM not as a marketing gimmick, but rather as a “ customer engagement strategy.” It currently incorporates advertising and SDR emails. That’s because MRP specializes in predictive analytics.
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.
Expert insights. Personalized for you.
166 
Let's personalize your content