Remember, Buyers are People Too

Remember, Buyers are People Too

This may sound simplistic, but too often we think of buyers as prospects, leads, champions, future customers instead of thinking about them as people. People like you and me. It’s sometimes as if we think they are just playing a role in the theatrical play called “My...
The Power of Buyer Empathy in B2B Sales

The Power of Buyer Empathy in B2B Sales

In Celeste Headlee’s now famous TED talk “10 Ways to Have a Better Conversation” she says, “Most of us don’t listen with the intent to understand. We listen with the intent to reply.” Doesn’t this epitomize an ineffective salesperson or sales engineer? How many demos...
3 Tips for Accelerating B2B Sales

3 Tips for Accelerating B2B Sales

B2B sales is one of the toughest jobs in town. Decisions are made by committee; potential customers rely on a variety of information, some of which may be incorrect; customers often do not even know when they are going to make a purchasing decision. Here are three...