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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