It’s easy to see the reptiles among us sales folk. But there are authentic people selling who have picked up “sales tricks”. When they put their sales hat on they unknowingly use those tricks on customers. That’s bad acting unintentionally.

You hit it right on the head once again! Authenticity is difficult when it has to be conjured up for a performance. A narcissistic, highly manipulative personality giving off the “appearance” of authenticity, can’t help coming through with the long sales cycle we have in this industry. Tough to be in the service business when it is the sales reps own interests outweigh all others.

Here’s an earlier article about selling to Procurement, see if this helps: http://www.revenue-iq.com/procurement-strategy

Makes LinkedIn more of a game changer because it’s person to person regardless of company affiliation.

Great stuff AS ALWAYS, Chris! Thank you.

Appreciate your feedback.

Thanks for your comments. Yup, Procurement is a bear.