This past weekend I spent some time with my Brother-in-Law who sells software to hospitals. It's a complex sale with a relatively long sales cycle (measured in years). He attributes his success this year (on target to smash his quota) to the…Continue Reading
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I love this old American Airlines commercial about a software salesperson. This hits the nail right on the head . . . we are responsible for the client's outcome. When you're really good, it's hard to know who employs you.
I have just finished my first reading of Ram Charan's new book What the Customer Wants You to Know: How Everybody Needs To Think Differently About Sales, and I have to admit to being wildly surprised. Mr. Charan is a brilliant business thinker; I…Continue Reading