I had so much fun with you all in April with my Steps to a Sales Call contest that I’m going to run another one. This time I’d like you to use your own words to define my concepts re helping buyers manage their behind-the-scenes decision issues. I’d like to either 1. use your definitions in addition to [...]

A few weeks ago, I put up a contest. I thought we’d all look at the order of activities in a sales call as I see it: including both sales and a decision navigation, to help buyers recognize and manage their behind-the-scenes, private, and internal decision issues, and then make a purchase. In other words, [...]