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SELL THE DIFFERENCE: Establishing your Unique Solution Value

Are You Equipping Your Salespeople to have Remarkable Conversations?

Posted by Bob Apollo on Fri 15-Oct-2010

Remarkable ConversationI must have conducted hundreds of voice of the customer surveys on behalf of clients over the past few years. Speaking with their recent past prospects, covering the spectrum of wins, losses and “no decisions”, I’ve been helping vendors to understand their prospect’s decision making processes, and how and why they chose to buy - or why they decided to do nothing.

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