John Holland

A Buyer-Centric, Collaborative Way to Bring New Offerings to Market

I once worked with a software company whose offering monitored the age and usage of manufacturing equipment. They offered an alternative to regularly scheduled...

Buyer Empowerment: Redefine Selling to Help Customers Achieve Their Goals

In the last twenty years, revolutionary shifts in buying behavior have occurred. Vendors have responded at a leisurely pace with what I believe have...

B2B Sellers: Don’t Wait for Your Ship to Come In. Go Out and Meet...

As the number of global warming doubters dwindles, so it is few people deny sellers get involved in buying cycles today later than ever....

My Salespeople Can’t Close …

Closing is an important skill for salespeople. I often hear sales executives complain that their people are not "good closers." In my experience the...

Coming Clean on a CRM Myth

When the results realized with software are disappointing, name changes are an option: • MRP became ERP • SFA became...

Where Are the Leads?

Few B2B companies are doing much about Customer Experience Management (CEM). Those that are may not be looking far enough upstream. What percentage of...

Marketing’s Role in Business Development

Few B2B companies are doing much about Customer Experience Management (CEM). Those that are may not be looking far enough upstream. What percentage of...

Buying Versus Selling

Selling Versus Buying Imagine entering a store to buy a TV, but having limited knowledge about what's available. A clerk asks: May I help you?...

Selling Software as a Service

The shift to software as a service provides more predictable revenue streams. Especially for publicly traded companies striving to deliver earnings, quarters that hinge...

Would Your Customer Say Yes a Second Time?

While they may not articulate it in this manner, most companies (especially those selling software as a service) are in the renewal business. Companies...

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