Buying Process Archives

Have you seen this? An open message from a buyer to a seller…

by | Commercial Conversations, Conscious Selling, Think Different

Salespeople – It doesn’t worry me that your sales process is not perfect so long as you help me think differently, help me be better at what I do. Do that and you will be adding value to my role – anything else and you are like everyone else – boring, vanilla...

Why it should never have been called ‘The Challenger Sale’

by | Commercial Conversations, Conscious Selling, Winning Business

Let me preface this post by saying I have generously highlighted a stack of passages in the book The Challenger Sale – Taking Control of The Sales Conversation [Matthew Dixon, Brent Adamson] because they resonated with the coach/mentor part of what I do. I have...

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Have you seen this? An open message from a buyer to a seller…

Why it should never have been called ‘The Challenger Sale’

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