Sales Training Articles

Being “Customer-Centric” Shouldn’t Be Lip Service to Your Buyers (Training Magazine)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Get Those Quotas Moving (Upward!) in 2018! 5 Things Your Salespeople Can Do. (Entrepreneur Magazine)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Becoming a Truly Customer-Centric Organization Is Harder (and More Necessary) Than You Think (Entrepreneur Magazine)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

If You Can’t Understand Why the Sale Fell Through It Was Probably One of These 5 Mistakes (Entrepreneur Magazine)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Buyer Empowerment: Redefine Selling to Help Customers Achieve Their Goals 
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

B2B Sellers: Don’t Wait for Your Ship to Come In. Go Out and Meet It.
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

My Salespeople Can’t Close
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Coming Clean on a CRM Myth
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Where Are the Leads?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Marketing’s Role in Business Development
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Buying vs. Selling
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Software as a Service
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Would Your Customer Say Yes a Second Time?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

4 Sales Keys to a Strong 2018 (Training Industry)
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

B2B Artificial Intelligence and Sales (ZoomInfo)
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Handling the Gatekeeper and Engaging Executives (Sales & Marketing Management)
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Surviving Q4: 5 Things Salespeople Should Do to Make Their Number (Sales & Marketing Management)
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Putting the Cart before the Horse? (Training Industry)
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

The 2 Questions Salespeople Dread from Gatekeepers
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

4 Components of a Sales Process
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Key to Being “Customer-Centric”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

When to Provide Pricing and How
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Old Selling Approaches Yield Poor Buying Experiences
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Handling the Gatekeeper and Engaging Executives (Sales & Marketing Management)
By Frank Visgatis, President/COO, CustomerCentric Selling® – The Sales Training Company

Enfocate En Tu Usuario y Excede Sus Expectativas (TNE Magazine)
By Frank Visgatis, President/COO, CustomerCentric Selling® – The Sales Training Company

You Have 3 Goals the First Time You Meet a Potential Client. Popularity Is Not One of Them. (Entrepreneur)
By Frank Visgatis, President/COO, CustomerCentric Selling® – The Sales Training Company

Help Your Buyers See Sufficient Value or Lose to No Decision
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Handling Unwired RFPs
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

“Solutions” Are Opinions
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Give Your Best Sellers Better Tools
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Asking vs. Telling
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

The Buyer’s Bill of Rights
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

5 Best Practices for Handling Proposals
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

2 Costly Mistakes Sellers Make When Squeezed by Buyers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Handling Stale Proposals
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Get More Perspectives for Greater Benefits
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Handling Gatekeepers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

SaaS Renewals – Reducing Churn with Customers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Taking Buyers from Latent to Active Need to Create Opportunities
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Payback before Product
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

What Do You Sell?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Why Should Buyers Buy from You?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Outdriving Your Sales Headlights
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Avoid the “People Like Me” Approach in Initial Buyer Meetings
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Don’t Get Stuck Looking in the Rear View Mirror
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Sellers Shouldn’t Act Like Waiters
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Best Practices for Gaining Access to Executive Decision Makers (Training Magazine)
By John Holland and Frank Visgatis, CustomerCentric Selling® – The Sales Training Company

Make It About Your Buyer – Not You
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

5 Tips for Handling Reactive Inbound Sales ‘Opportunities’ (Entrepreneur)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

An Obituary for Traditional Selling
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

A Case for Building Business Cases with Buyers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Enabling Selling or Buying? A Traditional Term That Needs a Name Change (Training Industry)
By Frank Visgatis & John Holland, CustomerCentric Selling® – The Sales Training Company

Who Owns the Pipeline?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Dangers of Inaccurate Pipeline Input
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Align with Today’s Expert Buyer in 9 Steps (Entrepreneur)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Importance of Quality over Quantity in Pipelines
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Excellence through Process
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Improving Seller Productivity
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Leaders Are Readers
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Expose the Hurt to Earn the Right to Talk “Fixes”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Handling Requests for Brochures
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Maintaining Contact with Decision Makers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Which Type of Questions Should You Ask Buyers?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

What Language Are You Using with Key Players?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Understanding No Decision Losses: The Good, Bad & Ugly
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Proactively Gaining Access to Executives
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Reactively Handling Inbound Opportunities
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

A Better Way to Avoid Year-end Stress
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Why Sales Enablement Needs a Name Change
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

A Brilliant Strategy to Cultivate More “A” Players
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

ROI Calculators
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

(Mis)Handling Objections
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Is Your Organization REALLY Customer-Centric?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Accelerating Buying Decisions
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Why You Should Invest In Your Sales Team
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Latent Need for CEOs? Controlling Sales
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Your Sales Training Won’t Stick Until You Modify Your Behavior (FoxNews)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

How Deep Is Your Bench?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Your Sales Training Won’t Stick Until You Modify Your Behavior (Entrepreneur)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Making the Sale Requires Making Nice-to-Have into Got-to-Have (Entrepreneur)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Q4 Execution Plan
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Revisiting BANT Sales Qualification
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Surviving the Year-end Race
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Belief and Behavior Is What Makes Sales Training Stick (Entrepreneur)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Earning the Right to Close (Sales & Marketing Management)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Nick Saban and Sales
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Bad to Worse
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Differentiators: Getting from “Nice-to-Have” to “GOT-to-Have”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

A La Carte Training
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

4 Characteristics of Adaptive Sales Organizations (Entrepreneur)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Knowing When to Walk Away
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

5 Reasons to Prospect within Your Existing Customer Base (Entrepreneur)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Can “A” Players Improve Sales Performance?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Is It Time to Sharpen the Ax? 10 Self-Diagnosing Questions Sales Leaders Should Ask Themselves
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Cost of Delay Creates Sense of Urgency
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Was It Price, Product or Something Else That Lost You the Sale? (Entrepreneur)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Death of Product Differentiators
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Company

It’s Mid-Year and Time for a Reality Check (Entrepreneur)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

KiteDesk Expert Interview Series: John Holland, CustomerCentric Selling®

Why Mention Features Buyers Don’t Need?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Social Selling on LinkedIn
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

The Key to Providing Superior Buying Experiences (Entrepreneur)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Are You Still Curious?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Apathy at the Highest Levels (Sales & Marketing Management)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

4 Realities Sellers Need to Align with and Engage with Executives (Entrepreneur)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

“What Does Your Company Do?”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

A Poor Way to Close
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Make Time to Practice Your Selling Skills
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

How to Effectively Grade Sales Pipelines
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Pressuring Buyers into No Decision
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

“A” Player Sales Tips: 5 Things Successful Sellers Do (Entrepreneur)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Selling by Title
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

What Salespeople Can Learn from Donald Trump
By Marie Warner, Certified Business Partner, CustomerCentric Selling® – The Sales Training Company

Are You the Captain of a Sinking Ship?
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

7 Bad Assumptions Salespeople Should Never Make (Training Magazine)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

You Have 8 Seconds. GO.
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Putting the Cart before the Horse? (Training Industry Magazine, 2016 Special Edition – Digital Version)
By John Holland & Frank Visgatis, CustomerCentric Selling®

Putting the Cart before the Horse? (Training Industry Magazine, 2016 Special Edition)
By John Holland & Frank Visgatis, CustomerCentric Selling®

A Seller Must EARN the Right to Close with Buyers Today (Entrepreneur)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Is Your CRM Aligned with Your Sales Process?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

The Benefits of a Defined Sales Process
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

How to Differentiate from Your Competitors
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Why Do Sellers Lose?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

New Face, Same Problem
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to (Finally) Get Buyers & Sellers on the Same Page (Entrepreneur)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Apathy at the Top: 2 Reasons Why Senior Management Has Given Up on Its Sales Force (Entrepreneur)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

The Importance of Understanding Buyer Needs (Sales & Marketing Management)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Being Delegated Down Can Be GOOD
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Beware of “Bingo Card” Leads
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

“Hurt and Rescue” Earns the Right to Talk Product
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Why It’s Good to Be “Column A”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Five-Part Sanity Check (Sales & Marketing Management)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Garbage In, Garbage Out with CRMs?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

10 Reasons Why Pre-Call Planning Is Important
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Breaking Basic Instincts
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Earn Respect from Buyers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Make Your Best Sellers Better
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

3 Steps to Executing a Top-Down Selling Approach
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Hiring New Salespeople? The Best Degree for Sales
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Avoid Losing Slowly
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Applying Common Sense in Sales
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Bring Buyers and Sellers onto the Same Page
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Earning the Right to Close
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Ask for LinkedIn Referrals & Introductions
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Sales Tips for Herding Cats (Buying Committees)
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Key to Shared Goals Is TRUST
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Using Business Acumen As a Strength
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Managing Distractions
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

7 Assumptions Salespeople Should Never Make (Entrepreneur Magazine)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Important Checkpoints for Sellers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Two Suggested Resolutions for the New Year
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Opportunity-Account Management: Virtuous or Vicious Cycle?
By Jim Naro, CCS® Certified Business Partner and Ron Snyder, President of Plan 2 Win Software

Why Sellers Should Leverage Triggering Events
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Milestones – One Size Doesn’t Fit All Transactions
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Creating Optimal Buying Decisions
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Causes for Senior Management Apathy
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

When to Provide Pricing to Buyers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Handling Buyer Objections
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Why Enter a Dark Office without a Flashlight?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Sales Underperformance: An Issue of Cannot or Will Not?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Bad Assumption #7 – Executives Are Interested in Offerings
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Bad Assumption #6 – Buyers Will Be Honest with You About Why You Lost
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

5 Reasons Why Many Schools Don’t Offer Degrees in Sales (Entrepreneur Magazine)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Bad Assumption #5 – Proposals Sell
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Prospect Has Changed – Have You?
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Bad Assumption #4 – The Senior Executive Is the Decision Maker
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Bad Assumption #3 – “I Just Compete with Vendors”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Integrating Oil & Water
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Bad Assumption #2 – Buyers Are a Blank Canvas
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Kill Your Q4 and Make Your Year-end Number
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Blurry Line Between Today’s Marketer and Salesperson
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Bad Assumption #1 – Website Leads =” Top-line” Revenue
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Imitation Is the Greatest Form of Flattery
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Loss Reports: Exercises In Futility
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Navigating Upwards to Key Players
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Want to Be Successful in Sales? Stop Selling!
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Flying for Dummies. Really?
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

How to Improve Pipeline Quality through Focused Call Debriefings
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Realizing the World Isn’t Flat After All
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

“Why Do I Need Sales Training?”
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Prospecting Process – “Just Do It!”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Remember the “P” Word
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

What Happens When Buyers Get the Keys?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

An Alternate Way to Engage wtih Senior Executives
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Maximize Your 168 Hours
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Why the Buyer Is NOT Always Right
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Avoid Slide Decks That Executives Despise
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Why Universities Have Not Gotten on the Bandwagon of Offering Business Sales Degrees [Audio]
Radio Interview Clip with CCS® President/COO Frank Visgatis, courtesy of Broadcast News Resource, from News Generation Inc.

How to Take Stock at Mid-Year
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Putting Icing on the Cake with Buyers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Driving the Buying Bus
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

7 Reasons Why Your Sales Training May Fail (Entrepreneur Magazine)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

How to Make Sense of Vague Advice
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

The Art (and Payoff) of Patience in Selling
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Setting Sale: Success Magazine – July 2015 Issue
Reprinted with permission from SUCCESS magazine ©2015. All rights reserved.

Sales Cycle Activities – Planned or Random?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Column A vs. Column B
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

7 Reasons Why Sales Training Fails
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

The Importance of the “B” Word in Sales
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

3 Reasons Salespeople Despise CRM Systems (HubSpot Sales Blog)
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

4 Myths of “A Players”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Do NOT Sell at Low Levels
By Gary Walker, EVP of Channels Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Responding to “What Do You Do?”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Document Value for Buyers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

8 Signs Your Buyer Is Ready to Be Closed (HubSpot Sales Blog)
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Empower Your Buyers to Buy
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Managing Committees through Buying Cycles
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Sellers: Leverage This Untapped Asset
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

5 Reasons Your Sales Team Will Miss Its Revenue Targets This Year (HubSpot Sales Blog)
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

No Goal Means No Prospect
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

ABC’s of Selling: “Always Be Closing”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Key to Optimizing Your CRM
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Stop Offending Buyers: Dangerous Words and Phrases to Avoid in Sales (Entrepreneur Magazine)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Superior Sellers Know How to Ask Rather Than Tell
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

The Disadvantages of Selling Technology to IT
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Does Buying Activity Equal Revenue?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Do You Need Negotiation Help – or Process Help?
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Win More with Superior Buying Experiences
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Signs of a Bad Call and Sales Tips for Call Debriefing
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Earn the Right to Talk About Your Product or Service (HubSpot Sales Blog)
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Product Experts Are Out, Business Experts Are In (HubSpot Sales Blog)
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Why Did You Lose? How to Perform an Autopsy on a Lost Opportunity (HubSpot Sales Blog)
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

The Best Response to “I Need a Better Price” (HubSpot Sales Blog)
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Are You Closing the WRONG Person? (HubSpot Sales Blog)
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Overcome Sales Objections by Discovering a Need the Buyer Hasn’t Realized (Entrepreneur Magazine)
By Frank Visgatis, President & COO, CustomerCentric Selling® – The Sales Training Company

The Dangers of Overconfidence in Sales Projections (Entrepreneur Magazine)
By Frank Visgatis, President & COO, CustomerCentric Selling® – The Sales Training Company

What NOT to Say with Executive Buyers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Sales Enablement Absent Sales Process
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How an “Outside-in” Approach Can Lead to the Holy Grail
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

4 Qualifications for Earning Senior Decision Maker Face-time
By Michael Higgins, Selling at the C-level CEO and CCS® Strategic Alliance Partner

Why Sellers Need to Ask, “Is There Anything Else?”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How “Hurt and Rescue” Approach Can Help Sellers Earn the Right to Talk Product with Executive Buyers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Enterprise-wide Views Are Key to Relevance
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Funding “Maybes”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Handle Buyer Objections
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Getting the New Year Started Right Begins with Your Pipeline
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Are They Buyers – or Researchers?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Qualify BEFORE Asking for Your Next Four-Legged Sales Call
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Earn the Right to Talk Product with Buyers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Take Control of Your 2015
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

How to Survive the Stress of Q4 and Make Your Number (HubSpot Sales Blog)
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Avoid the “Discount Squeeze”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

A Simple Gesture That Can Help You Sway Buyer Decisions
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How “Commission Breath” Can Sabotage Your Sales Process
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Evolving Role of Sales Requires Business Experts
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Do You Know Who the Decision Maker REALLY Is?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Avoid These 6 Most Expensive Words in Business
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

How to Get Past the First 20 Seconds with Executive Buyers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Pain vs. Goals: How Buying Cycles Begin
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

The Rare Commodity in Sales
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Are You an “Event” Seller or a “Process” Seller?
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Surviving Fourth Quarter Madness: How to Handle the Year-End Sales Crunch (Entrepreneur Magazine)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Tread Carefully, A Q4 Sales Crunch Can Create Repercussions (Sales & Marketing Management)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

The Must-Have Checklist BEFORE You Close
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Do You Know Where Your 2015 Business Will Come From?
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Power to the Buyers (Sales and Marketing Management)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Don’t Wait for Opportunities – Find Them
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Maintain Control in Transitions
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Two Ways to Better Manage Your Time
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Does It Hurt Bad Enough to Change?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Why Did You Lose? How to Perform an Autopsy on a Lost Opportunity
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

The Best Response to “I Need a Better Price”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Strive for Respect and Level the Playing the Field
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Benefits to an “Enterprise” View in Buying Cycles
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

“Search and Replace” These Two Common Terms
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Sleepwalking Through Sales: How Vendors Are Ignoring Buyers’ Intelligence (Entrepreneur Magazine)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Seller Ignorance Is Not Bliss: How Today’s Sales Teams Are Insulting Buyer Intelligence (DestinationCRM)
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

The Importance of Value’s Role in Buying Decisions
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

R.I.P. – Is Cold Calling Dead?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Why the Rush? Stop and Read These Sales Tips before Issuing Your Next Proposal
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Should You Want to be Liked or Respected by Your Buyers?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Decoding Procurement’s Pricing Myth
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Why You Should Remove the Term “No-Brainer” from Your Vocabulary
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Do You Understand the Value of Your Offering to Your Prospects?
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

10 Questions You Should Ask Yourself Before Submitting Proposals
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Handle Requests for Pricing
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Give Me Your “Best and Final”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Boost the Remainder of Your 2014
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Accelerate the Sales and Buying Cycles
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Leverage Your Unique Capabilities
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Sales Qualification: Don’t Talk, Just Point!
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Use “Thunder and Lightning” in Your Prospecting Efforts
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

The Slippery Slope of Discounting
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Qualification Is An Ongoing Process
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Access to Key Players Comes in Three Flavors
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Gain Access to Key Players
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Maintaining Access to Key Players
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Who Buys Lunch?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Peers vs. Subordinates
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Common Ground for Buyers and Sellers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Adult Trick or Treating
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Cleaning the Pipeline Closet
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Time for a Post-Q1 Wakeup Call
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

What “Send Me Some Information” Really Means
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Opportunities or Pipe(line) Dreams?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Being “CustomerCentric”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Trouble Closing or Selling?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Lost In Transition
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

The Toughest Job?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

What Does Your Company Do?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

“Going Native” with Your Clients
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

The Jaded Buyer’s View
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Teachers or Salespeople?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Where Have Inbound Column “A” Opportunities Gone?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Are Your New Offerings in Search of Markets?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

An Often Overlooked Source of Revenue
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

New Year’s Resolutions
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Reduce Year-end Stress
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Is Anybody Listening?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Bus Dev Efforts – Process or Random Activities?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Ignoring Evolution
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Rethinking the Seller’s Role in Complex Sales – Continued
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Rethinking the Seller’s Role in Complex Sales
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Motivation Absent Requisite Skills
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Aligning with 80% of Your Market
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Don’t Forget the Value of Internal Selling
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

What NOT to Say
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Who’s Your Competition?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Taking the Path of Least Resistance
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Has DIY Buying Gone Too Far?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Are You Cloning Bad Selling Habits?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

The Hardest Job?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Art or Science?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

The Well-beaten Path to Mediocrity
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

A Seller’s Perceived Conflict of Interest
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Establishing Value
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

The Foundation of Buying Cycles
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Sales Mentoring
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Asking for the Business
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Prospects within Your Customer Base
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Fleeting Differentiators
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Where’s All This Buying?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Adaptive Sales Organizations
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

A Silver Bullet
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Confusing Activity with Progress
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Being Buyer-Centric from the Start
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Send Me Some Information
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Premature Closes
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

A Differentiator That Can Be Sustained
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Why Will They Buy?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Would You Prefer to be Liked or Respected?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Agreed Upon Buying Cycles
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Deciding Not to Decide
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Competition
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

“It’s Like Deja Vu All Over Again”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

An Underleveraged Asset
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Product and Sales Training Silos
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Electronic Starts to Buying Cycles
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

If You Build It, Will They Buy?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Penny Wise or Pound Foolish?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Who Positions Your Offerings?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Requisite Skills for Supporting Sales
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Accountability for Sales Enablement
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Coordinating Silos
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Milestones
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Reevaluating Sales and Marketing Roles
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

It Is What It Is
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Proposals: Activity or Progress?
By John Holland, Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

A Time for Honesty and Reflection
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Temporary Competitive Advantages
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Responding to “I Need Your Best and Final”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Power of “No”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

When Have You Earned the Right to Close?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Do Buyers Need to Like You?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

What Keeps You Up At Night?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

So Much to Tell, So Little Time
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Proactively Uncover Latent Needs
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Feature-Benefit vs. Feature-Benefits?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Business Development or Root Canal?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

A Nugget for Sales Management
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Maximize Your Fourth Quarter Sales Performance
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Some Thoughts on the Use of Sequence of Events (SOE)
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

How Effective Are DIY Sellers?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Is “Solution” Selling Dead?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Buyers Have Changed – Has Your Sales Approach Changed?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Do You Know Why You Lost?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

A Not So Uncommon Closing Mistake
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Minimizing Painful Losses
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Sales Training: What Are You Buying?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Best Practices for Knowledge Workers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

The Missing Link – Uncovering the True Value of Financial Benefits
By Jim Naro, CustomerCentric Selling® Business Partner

No Decision, Incorporated
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Calling on Executives
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Self Assessment for Driving Revenue Growth
By Jim Naro, CustomerCentric Selling® Business Partner

How much risk is in your forecast?
By Jim Naro, CustomerCentric Selling® Business Partner

Business Development
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Sales Intelligence: The GPS of Prospecting
By Jim Naro, CustomerCentric Selling® Business Partner

Accelerate the Sales Cycle with Value Propositions
By Jim Naro, CustomerCentric Selling® Business Partner

Marketing Collateral as a Conversational Sales Messaging Tool
By Jim Naro, CustomerCentric Selling® Business Partner

The Genius of Steve Jobs
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

4 Key Attributes of a Sales Manager
By Jim Naro, CustomerCentric Selling® Business Partner

Why and what are you presenting?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Can you make it through the “dip?”
By Frank Visgatis, President and Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Sales Training Insight: The Future of Sales Training

The SaaS Customer Lifecycle: Seven Pitfalls
By Jim Naro, CustomerCentric Selling® Business Partner & Paul Ressler, Cirrostratus Group

Procurement’s Ultimate Mission
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Social Media Is Here to Stay
By Frank Visgatis, President and Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Proposals Don’t Sell
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Taking the Guesswork out of Pipelines and Forecasts
By Jim Naro, CustomerCentric Selling® Business Partner

Applications – An Antidote to Eroding Margins?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Aligning with Expert Buyers
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Why Sales Training Fails
By Frank Visgatis, Co-founders & Co-authors of CustomerCentric Selling® – The Sales Training Company

Getting More from Loss Reports
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Learn to Walk Away: The Key to Sales Qualification
By Deb Miller, CustomerCentric Selling® Business Partner

We Lose More Good Opportunities to ‘No Decision’ Than to Any Single Named Competitor!
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Establishing Differentiators
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Are you vigilant or vulnerable with your customers?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Leveraging Social Networking
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Setting Up Your New Year for Success
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

The Death Knell for Traditional Selling
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Refresher on Selling Behaviors Using the CustomerCentricSelling® Sales Approach

A Look at Product Training: Part Two
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Leveraging the Power of Referrals
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

A Look at Product Training: Part One
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Attempting to Close an Opportunity Early Should Be the Exception, Not the Rule
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Implement! What do you mean, implement?
By Jim Naro, CustomerCentric Selling® Business Partner

Introducing the Curious Buyer
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

How to Think Like Your Customer
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Death by Presentation
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Who Are Your Salespeople Closing?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Proactive or Forensic Sales Management
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

“I’m a little light this quarter.”
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Helping Salespeople Deliver on Customer Experience Management (CEM)
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

When and What Is Your First Touch with Buyers?
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

A Customer Experience Management (CEM) Reality Check!
By John Holland, Chief Content Officer, CustomerCentric Selling®- The Sales Training Company

“I can’t have my people out of the field that long!”
By Frank Visgatis, President and Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

Don’t Go the Distance and Lose
By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® – The Sales Training Company

The Budget as Part of The Sales Process
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company

Selling Power Magazine: “Market Your Message”
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® – The Sales Training Company

Train Your Sales Team : Selling Power 4/17/2004
By SellingPowerMagazine

Integrating Sales and Marketing – ‘Sales and Marketing Strategy & News’, September 2004
By Mike Bosworth, Co-founder & Co-author of CustomerCentric Selling® – The Sales Training Company

Ensuring a Successful Sales Organization – Aligning Sales Methodology and Technology
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company