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Articles tagged with: salespeople

The Trail of Dead Salespeople: meet me in Boston at SMEI
Thursday, 16 Sep, 2010
The Trail of Dead Salespeople: meet me in Boston at SMEI

You know those times when buyers call up and are ready to buy?
I have to tell you something you’re not going to like: you’ve just gotten lucky. Before they were ready, they went through a whole bunch of internal politics, negotiations with friends and colleagues, and a whole lotta net searches and comparisons. They probably […]

Is the salesperson irrelevant? Podcast 1: Keeping Sellers Relevant
Monday, 19 Jul, 2010
Is the salesperson irrelevant? Podcast 1: Keeping Sellers Relevant

Sales has done a fine job of needs assessment and solution placement. But the focus on placing solution is not as relevant as it once was as buyers show up knowing more than we do. I even know of on-line capability being developed as we speak that will replicate questions that sellers ask, on line…

I Love Salespeople
Thursday, 8 Jul, 2010
I Love Salespeople

The job of a seller is difficult: our jobs are to go to another person/group, discover their problems, and as a stranger to them, tell them we have the answer. Then we have to follow them around to prove to them that we can fix their problem – problems they probably don’t appreciate as well as we do – and convince them to give us money…