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Coming July 9th: CustomerCentric Selling® and Citrix Present a Free Webinar
Today in the digital age, buyers don't want salespeople telling them what they want or need; they've already gone online and informed themselves - which makes the job of selling more difficult than ever.
How do you reestablish the relevance you previously took for granted?
Join this live Webinar on July 9th at 1pm EST to hear our very own John Holland, Co-founder of CustomerCentric Selling® and Co-author of the newly published Rethinking the Sales Cycle, provide the latest research into the buying cycle and share insight on how the cycle is embraced by superior sellers to achieve a sustainable and competitive advantage.
Attendees will learn how:
Buyers can develop "short lists" of vendors before talking to salespeople
Traditional selling conflicts with how buyers want to buy
Sellers can align their strategies with today's knowledgeable buyers
Web conferencing can be used to enhance prospect interaction
Click here to register today!
Tips & Tactics: Let the Seller Beware
By Gary Walker, Co-founder of CustomerCentric Selling®
I was cleaning up my hard disk recently when I came across an old article that first appeared in Wall Street & Technology back in February 2003. It was entitled, "Let the Seller Beware: How to Get Better Deals from Software Vendors." The article was written by a 'software industry veteran' who, during the article's introduction, offered that he had "learned and refined many techniques to get as much of your money as possible," and that "very few buyers of enterprise software and related services are as expert at buying as most vendors are at selling." For that reason he had "switched his allegiance" and was now assisting enterprise software buyers in structuring the best deals and terms with their software vendors. My immediate reaction to this article and his 'insider tips' was simply: interesting. Nothing particularly earth shattering. Click here to read more.
Are you Rethinking the Sales Cycle?
The advent of the Internet has brought websites, blogs and social networking to empower buyers to engage salespeople much later in buying cycles than ever before. If and when they choose to speak with salespeople, buyers are knowledgeable about their requirements and will resist traditional selling efforts to alter them. Vendors in search of a sustainable competitive advantage have failed to understand that sellers that can align with new buying behavior will provide superior buying experiences. Rethinking the Sales Cycle provides insights into buying cycles and a roadmap of how a salesperson's role must change to align with buyers.
Click here to learn more about the book everyone is talking about and purchase your copy today.
Customer Showcase: Free & Clear Increases Pipeline by 76% and Closes 150% More in Annualized Sales with CustomerCentric Selling®
"I had hired a group of very seasoned and professional sales executives. However, even they benefited from the CustomerCentric Selling® workshop. There is always room to improve performance and be reminded of the right way to sell."
-Scott Marber, VP of Sales for Free & Clear
Click here to read the case study from our Customer Showcase.
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