Ray Collis

Buying Process Trumps Sales Process

 John O' Gorman

Why Last Year’s Sales Pitches Are Missing The Mark

Why Last Year’s Sales Pitches Are Missing The Mark

Seller’s cold calls, sales pitches and sales proposals are increasingly missing the mark.  However, these are just symptoms of a more fundamental problem.    That is: the way organizations are sold to is increasingly at odds with how they buy. How has this mismatch occurred?  Well, it is because most sellers don’t realize that a revolution […]

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