Sales

One of the major differences between people who are successful and those who struggle to create the success they want is that the successful never…

By John Holland, Chief Content Officer, CustomerCentric Selling® At the risk of sounding like my parents, selling seemed so simple 25 years ago.…

Justin Cohen’s New Book: Final Step #6 “Content” We’ve arrived at the final step of this series on how to pitch to win, where Jason Cohen and John…

The very idea of discovery has changed over the last decade. As discovery was trained and taught in the past, the outcome was to uncover the client’s…

Win-loss review analysis is one of the most difficult parts of the sales process. If you lost the deal, it feels like you’re taking it upon yourself…

Most prospects are spending money on an overly large utility bill when they could be making principal and interest payments on new equipment that…

Most B2B marketers manage channels not campaigns.  They’re focused on the email going out next Tuesday, for example, or the trade show next month. …

If you have a lousy closing rate, what are you doing wrong?  It’s usually a combination of talking to the wrong people and saying the wrong thing in…

Ask Effective Sales Questions Million Dollar Sales Questions can be used to connect, direct, and sell more effectively. Julie Holmes discusses how to…

A 2017 survey by the National Association of Realtors® reported 51% of buyers found their homes on the internet, 30% found homes through an agent, and…