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“Sales winners educate with new ideas and perspectives almost three times more often than second-place finishers. Of 42 factors studied, the greatest difference between winners and second-place finishers was their propensity to educate.”
― Insight Selling: Surprising Research on What Sales Winners Do Differently
― Insight Selling: Surprising Research on What Sales Winners Do Differently
“referrals are still the most common source of new business in the professional services arena. And we don't expect that to change anytime soon.”
― Professional Services Marketing: How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success
― Professional Services Marketing: How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success
“Buyers have no need for sellers who don’t drive value: The”
― Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely
― Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely
