From the CCS® Sales Blog

From the CCS® Sales Blog

Sales Tips: 4 Components of a Repeatable Sales Process

By John Holland, Chief Content Officer, CustomerCentric Selling® Henry Ford is credited with creating production lines allowing cars to be built consistently regardless of the staff that assembled them. I’ve worked with consulting companies that wanted to “cookie cutter” engagements…


Read More

Sales Tips: How to Maintain Key Player Access

By John Holland, Chief Content Officer, CustomerCentric Selling® Initiating opportunities at high levels offers several potential advantages to salespeople: They can take prospects from latent to active need by uncovering desired goals. They can enjoy the benefits of being “Column…


Read More

Sales Tips: 3 Sales Productivity Traps to Avoid

By Lisa Cook, Chief Operating Officer, Cien While selling has never been easy, it hasn’t become harder either. Selling has become a more refined process where efficiency is key. Increasing sales productivity requires operational awareness of the quality of leads…


Read More

Sales Tips: When to Make “Ugly Calls”

By John Holland, Chief Content Officer, CustomerCentric Selling® As a salesperson one of my best customers was a large insurance company in downtown Boston. Their CIO was an astute businessman who wasn’t very current with technology. He depended upon his…


Read More

Sales Tips: The Value of Process

By John Holland, Chief Content Officer, CustomerCentric Selling® Soon after starting my sales career I became aware there was a staggering list of things I needed to learn. The biggest challenge I faced was securing appointments with owners of small…


Read More