• Buyer-Centric Selling Explained: Six Best Practices

    Buyer-Centric Selling Explained: Six Best Practices

    Three weeks ago, I attended the Gartner CSO & Sales Leader Conference in Las Vegas – let me tell you why it was the ideal location. In any major Las Vegas casino, you’re confronted with the strange dichotomy of human emotion and technology. The gambling experience is rooted in powerful human emotions – while the […]

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Buyer-Centric Selling Explained: Six Best Practices

Three weeks ago, I attended the Gartner CSO & Sales Leader Conference in Las Vegas – let me tell you why it was the ideal location.In any major Las Vegas casino, you’re confronted with the strange dichotomy of human e...

5 Ways to Negotiate a Win-Win

Early in my sales career, my company hired a phenomenal negotiator to put us through a rigorous one-day training.We learned how to focus on the other individual, generate a feeling of safety, use their language to increase ra...

4 Ways to Jump-Start Renewal Sales

Over the past two years, the sales profession has seen more than a few headlines that turn heads:“43% of B2B customers prefer a rep-free experience.” (Gartner)“86% of reps said they’ve either lost or had a deal delaye...