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    The what, why and how of outcome-centric selling

    I believe that it would be hard to argue that B2B selling hasn't changed significantly in recent times - and equally hard to deny that it will inevitably continue to evolve.

    2 questions that will end every request for a better price

    I was thinking about all the things we pay for that used to be free and are still free, yet we pay for them anyway. How many can you think of?

    Is asking for referrals on social media rude?

    Far too many sales teams get social selling all wrong. Reps click buttons to invite people to connect, spam them with sales pitches, and even start asking for referrals. (Where’s the “hello”? Where’s the conversation?) Invite me to connect on LinkedIn without a personal message, and you’ll be one of the 150 invitations I have yet to answer.

    How to help your sales team thrive in the midst of uncertainty

    If there’s one thing the past two years has seen more than any other time in recently memory, it’s change. With new variants of Covid circulating and no clear end to the pandemic in sight, the reality is that we must all become very good at operating in uncertainty for the foreseeable future.

    Improper Use of BANT Will Cause You to Kill Opportunities

    I received an email asking me to check out an article on the Salesforce.com blog that featured an infographic they hoped I would promote. The article focuses on the middle of the funnel and the handoff between marketing and sales.

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