Traditional Sales Skills Can Be Part of The Problem, Not The Solution
![Traditional Sales Skills Can Be Part of The Problem, Not The Solution Traditional Sales Skills Can Be Part of The Problem, Not The Solution](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2010%2F10%2Ftraditional-sales-training.jpg&q=90&w=650&h=300&zc=1)
If you are still focused on selling skills, then you are missing the bigger picture. That is because the role of traditional selling skills in sales success has been sidelined. A great number of them are outdated and outmoded. Indeed if you listen to your prospects, they may be the problem, rather than the solution. […]
Buyers Have Funnels Too!
![Buyers Have Funnels Too! Buyers Have Funnels Too!](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2010%2F07%2Fbuyer-funell.gif&q=90&w=650&h=300&zc=1)
Sales people are not the only ones who have funnels, buyers have them too! I will let the IT Director of a large multi-national explain: ‘Last year we had 300 million worth of projects for consideration across the organisation, but only a budget of 100 million. That meant we were faced with some very hard […]