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Presentation

Newest Articles Date Posted

Building value for the highly informed shopper - Part 4

We have been talking a lot lately about this highly researched shopper - that a typical prospect is now spending 11+ hours of online research before we ever see or hear from them.

21/05/2014

Building value for the highly informed shopper - Part 3

We have talked about how our typical shopper is now spending 11+ hours of online research before we ever see or hear from them.

10/04/2014

Creating Urgency

Sales managers are always talking about it like you're supposed to be able to wave a magic wand and get people to buy on command. I remember a situation early in my sales career when we were having a particularly slow month.

07/04/2014

Building Value for the Highly Informed Shopper - Part 2

We have talked about how our typical shopper is now spending 11+ hours of online research before we ever see or hear from them.

07/04/2014

To pause or not to pause

Mastering the art of pausing can be a powerful tool in the sales process. There is however, a time to pause, and a time not to pause.

17/08/2012