tco

A Problematic Need: Suppliers Educating Customers

by Chris Arlen

(first published on LinkedIn) Members in a number of LinkedIn groups recently have decried the overt salesy-ness that LinkedIn has become. And it’s true. From sock puppets to zombie posts, LinkedIn has become more brute force than […]

click to continue → July 7, 2015

“Congratulations, you’ve got the sale – Now, about your offer…”

by Chris Arlen

Remember during your sales presentation when there were so many buying signals you needed an air traffic controller to navigate them? Then negotiations began. You were almost done but the customer began […]

click to continue → April 30, 2012

Sales’ FOL

by Chris Arlen

“Grant me the serenity to accept sales’ facts of life (sFOL) – the courage to do the right selling work – and the wisdom to know the difference.” a Seller’s Prayer. Here […]

click to continue → December 21, 2011