Buyers’ Receptiveness – How to Join Their Conversations
What’s the best way to join a conversation if you’re a seller and want to talk with a buyer? Some say “Never. They’ll contact you”. Others say “All the time [...]
Joining Buyers’ Conversations
In this 21st century, social media, Internet of everything world I still hear and read about “closing” as a valid sales technique. Or “overcoming objections” or [...]
Large Facility Service Accounts – the Care and Feeding of Whales
Large accounts, national accounts, elephants, whales. These are big business opportunities (we’re not talking about real animals, right?). Whales are sought after in new sales and as [...]
