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Learn This If You Want To $ell More Technology

by AlexTee
0 replies
Back in the 90's, the books: SPIN Selling and Major Account Sales Strategy where among my top reads that really made a difference and enabled me to penetrate accounts (start making more money).

I found this article by Neil Rackham to be interesting and this key takeaway gets overlooked by most people in sales....IMHO.

  • Today's top sales people are challenging their prospects with ideas and possibilities before the customer has even recognized they have a need.
This can be the toughest part of selling software but will put you over the top if you are willing to do the work (i.e., create a business case, etc.)

Click here to read:
http://www.inflexion-point.com/Blog/...-of-B2B-buying

I'm not associated with this site in any form...just thought the information would be useful.
#$ell #learn #offline consulting #offline marketing #sales #selling #technology

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