Buying is a Team Sport: Sell to these 5 People
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Is there anything such as a “wrong” customer? The short answer is yes....
Worse than not winning customers, is winning the wrong customers. The wrong customers will waste your time and resources with unnecessary demands. The wrong customer doesn’t recognize success making it impossible for them to be satisfied. The wrong customer broadcasts their dissatisfaction to others....
Company leaders strive to create positive noise about their offering. They strive to be the topic of positive conversations. They want to create “buzz” for their company and offerings, resulting in heightened visibility and credibility. It’s a bonus when we get to sell for the...
The only thing worse than having no customer is having the wrong customer. The wrong customer takes more of your time and resources because they don’t have a clear view of what successful delivery looks like. They demand unrealistic requirements because they don’t know what...
At Microsoft, in early 2001, we were preparing for the launch of the next version of Windows. The job of our sales team was to get top target companies to install and use our software six months prior to launch. This was so they could...
