by Bill Stinnett | Nov 14, 2022 | Uncategorized
The language used by high-level business managers and executives is usually quite different than the language used in IT, R&D, or out on the shop floor. To be effective selling to all the different people involved in a complex buying process, we have to become...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
The concept of Think Like Your Customer is the underpinning of the basics we teach throughout our methodology and all of the courses we offer. The more we think like our customers, the better we understand the psychology of why and how our customers buy.1. Learn to...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
For many sales professionals the question, “Is this deal qualified?” is one they dread to hear. It comes from fellow sales people, from pre-sales and marketing types, from his or her own boss, and from their boss, and their boss, and their boss. It’s...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
One of our global clients recently shared with us that this year nearly 60% of enterprise-level sales opportunities they are engaged in include a Request for Proposal (RFP) as part of their buying process. This is up from less than 30% just one year ago. They are not...
