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Tag Archives: Selling

Building Trust

Posted on July 20, 2010 by

Mike Cleland

Trust is elusive, and it is one of most critical components of why people buy. Buyers must trust that what they are buying provides the expected value. However, trust plays a different role based on what the buyer is purchasing … Continue reading →

Posted in Culture, Delivery, Management, Sales, Staffing, Uncategorized, Value Proposition |

Tagged relationships, Selling, trust

Are You Selling to the Right Accounts?

Posted on May 20, 2010 by

Mike Cleland

An effective sales strategy starts with well defined segmentation of your current and target accounts. However, many companies struggle with defining the right criteria to build an effective account pipeline, which then significantly reduces the productivity of their entire sales … Continue reading →