Buying Cycle Sales Forecasts Sales Management Selling Skills 
Customer Centric Selling
MARCH 15, 2017
Reciting a list of features to buyers who don't fully understand them, nor know if they're needed is a barbaric way to try to start buying cycles at any level. Unfortunately this approach is not limited to sales calls. Executives often end these calls before allowing sellers to finish them.
Customer Centric Selling
FEBRUARY 15, 2017
Some of the most creative selling was done to convince the manager that numbers would be made. As a sales manager I noticed something curious…. I believe the most significant thing a sales manager can do for sellers is have them realize the difference between activity and progress during buying cycles.
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