Customer Centric Selling

JUNE 24, 2015

My sales manager frightened new people into making the prescribed number of calls, but did little to impact the quality of calls that we made. IBM taught me about hardware and software and I mistakenly thought my job was to educate buyers. Some scotch was involved and ultimately the epiphany came.

Epiphany 40

Epiphany Territories Call-back Small Business 40

Vengreso

JANUARY 13, 2023

Third, no one on this list had advance notice of my plan to republish this article and many are reading their name here for the first time. I kept the development of this article super confidential, meaning none of these authors either sponsored or influenced my list. See @M_3Jr's top #sales picks here!

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Chili Piper

AUGUST 27, 2018

I was looking for some serendipitous, universe-conspiring epiphany that made all the other schools look dwarf in their karate “skillness” in comparison to the one he chose. There were times as a sales rep where I could have immediately made the buyer’s life better but didn’t. Why do we do this to each other? Subscribe here.

Lead Rank 40

Lead Rank Top of Funnel Inbound Marketing Qualified Lead 40

Sales Hacker

OCTOBER 24, 2017

Voss had an epiphany of sorts upon leaving the Bureau; he realized that several of the skills he’d learned and honed ‘in the wild’ during hostage negotiations were directly relevant – and essential – to the business arena. Chris Voss served as a hostage negotiator at the FBI for close to a quarter of a century.

Negotiation 84

Negotiation Epiphany Face-to-face Lead Rank 84

Tony Hughes

MARCH 19, 2018

In 2005 I was running the Australian region of a global software company and we did three of the four biggest deals globally for the corporation. It works with your existing tools and it's not really a sales methodology but instead a meta-framework for managing complex selling. Here is the inside scoop on how we did it.

Forecasting 70

Forecasting Epiphany Competition Lead Rank 70

Sales Hacker

OCTOBER 7, 2021

A people person with extensive C-Level experience in enterprise software, business development and operations. In 2005 I co-founded Altify, a Dublin-based global SaaS business focusing on sales and sales best practices. I exited to pursue other interests after Upland Software acquired the company in 2019.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130