Selling

——– new consultant wrote: ——– I honestly respect you and look up to you as someone who has a lot of experience and a lot of wisdom, and I would […]

This is a painful story. The lessons learned affect all SaaS solution providers and especially Enterprise Content Management providers. “This account illustrates the 3 deadly marketing mistakes undermining almost all […]

continued from >> Death of A Sales Pitch – Page 1 The underlying focus of Spin Selling is closing. As proof, take a look at “Sharpening Your Skills” in chapter […]

Xerox’s Professional Selling Skills System III. Discover what top producing salespeople in dozens of industries actually do in live sales situations that other salespeople fail to do.