- I don’t believe that most buyers have a linear process. Just like your sales process isn’t linear, and just like you might go over the same ground a few times, your buyer’s process isn’t a straight line from point A to point B, even if we…
The best way to deal with the stalled opportunity is not allow it to stall in the first place. It’s much more difficult to restart a stalled opportunity than it is to take the actions necessary to keep it moving through the process. Here are…Continue Reading
I heard a salesperson say something fascinating (and disturbing) today. He said, “And it's really important for us to learn about our clients needs when we have our new client kick off meeting.
What? When we have the kick off meeting?