John Holland
In co-authoring CustomerCentric Selling® (McGraw-Hill, 2003) and cofounding the company of the same name in 2002, John Holland leveraged more than 20 years' experience in sales, sales management and consulting. Holland began his career in high-technology with IBM's General Systems Division.
In launching our business in 2002 our hardest decision was agreeing on a name. We chose CustomerCentric Selling® and weren’t enamored with it. A...
I once worked with a software company whose offering monitored the age and usage of manufacturing equipment. They offered an alternative to regularly scheduled...
In the last twenty years, revolutionary shifts in buying behavior have occurred. Vendors have responded at a leisurely pace with what I believe have...
As the number of global warming doubters dwindles, so it is few people deny sellers get involved in buying cycles today later than ever....
Closing is an important skill for salespeople. I often hear sales executives complain that their people are not "good closers." In my experience the...
When the results realized with software are disappointing, name changes are an option: • MRP became ERP • SFA became...
Few B2B companies are doing much about Customer Experience Management (CEM). Those that are may not be looking far enough upstream. What percentage of...
Few B2B companies are doing much about Customer Experience Management (CEM). Those that are may not be looking far enough upstream. What percentage of...
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?...
The shift to software as a service provides more predictable revenue streams. Especially for publicly traded companies striving to deliver earnings, quarters that hinge...
While they may not articulate it in this manner, most companies (especially those selling software as a service) are in the renewal business. Companies...