From the CCS® Sales Blog

From the CCS® Sales Blog

Sales Tips: Who Is Calling On Whom?

By John Holland, Chief Content Officer, CustomerCentric Selling® Geoffrey Moore has written several books on product life cycles and when different types of companies are likely to buy. Early market buyers comprise about 15% of a buying population. These companies…


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Sales Tips: Beware of Your Adversaries

By John Holland, Chief Content Officer, CustomerCentric Selling® Committee decisions are exponentially more difficult than single buyer transactions. They are longer buyer cycles and by nature more strategic. Conversations with first-line managers often identify roles of different people involved in…


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Sales Tips: Why Do a Demo?

By John Holland, Chief Content Officer, CustomerCentric Selling® With the advent of online conferencing, the cost of doing demonstrations is considerably less than it was decades ago when sessions were done either at customer or vendor sites. The question I’d…


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Sales Tips: Setting the Pace with Buyers

By John Holland, Chief Content Officer, CustomerCentric Selling® It seems that salespeople are always trying to speed up sales cycles. Part of it I suspect is due to the monthly, quarterly or annual pressures salespeople and their managers deal with…


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