Tag Archives: Selling

Building Trust

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 , ,

Are You Selling to the Right Accounts?

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

Posted in Delivery, Management, Process, Productivity, Profit, Sales, Staffing, Strategy | Tagged , , , , , , , | 2 Comments