Curiosity, cats, Alice and killing authentic conversation
Every customer has a story to tell – and the best salespeople know why it pays to listen carefully… “Curiouser and curiouser!” cried Alice (she was so much surprised, that for the…
Every customer has a story to tell – and the best salespeople know why it pays to listen carefully… “Curiouser and curiouser!” cried Alice (she was so much surprised, that for the…
I fell in love in Starbucks, Leeds this morning. So this is a reach out to the man of my dreams. The salesman, that is… I was sitting with a…
Sales leverage less than 50% of the materials created by marketing, while at the same time spend about 40% of their time, not on selling, but preparing specific sales material…
Literally, no thought has been given to the person on the receiving end of the content. The result? The salesperson knows from experience that either After the initial attention has…
In markets where the products are pretty much homogenous, selling on value is recognised as the key differentiator between the winners and the losers. “Value has to be actively sold to…
