Jeff Thull

The Sales Force of the Future: A Source of Business Advantage for You and...

Today, customers are not saying, "I need a solution!" They know they can get comparable solutions from credible sources. Instead, they are saying, "I need help..." "I need help in managing multiple decisions around this purchase." "I need help in quantifying the business impact and…

The Complex Sale: Value Your Customer and Your Expertise

If you're in sales, you have probably encountered this scenario. You're trying to convince a potential customer that your great products or services will solve their most pressing problems. To prove the point, you explain precisely how your solution will work. Mr. Potential Customer...

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