Trusted Advisor Selling

  The Great B2B Sales Fallacy You are the founder, CEO, arriving each morning before 7:00, opening the office. Around 9:30 the sales team straggles in, double cinnamon lattes in hand. They sit around catching up on emails, making a few calls. Zero sense of urgency. This is your second, going on third sales team. […]

Trusted Advisor Selling — Selling That Works! In an age when nobody takes calls, trusted advisors are the way in. Tech buyers live in a jungle of familiarity where most products look pretty much the same. Vendors spend 40 percent to 70 percent of revenue, sometimes, over 100 percent in VC-funded endeavors, to influence those