Key Points
The always-be-closing” tactics of old-school salespeople don't work well with today's well-informed buyers. The acceptance of iPads by businesses for use by their field sales reps has significance...
View ArticleEncouraging Collaborative Communication
Here is where the power of the iPad and similar tablets come into play: As the relationship between the buyer and seller has changed, salespeople have had to adjust the way they approach the newly...
View ArticleThe End of “Telling and Selling”
The headlong corporate rush to iPads is striking on several fronts. Its touch-sensitive screen in place of a keyboard, while both trendy and attractive, is probably the least important of them. What is...
View ArticleBig Change Is Already Here
Make no mistake about it: Real change is going to come. It's already here in the relationship between buyers and sellers, making corresponding changes in marketing and sales inevitable for any...
View ArticleCoffee's Not Just for Closers Anymore
All of us know movies that have left such an indelible mark on the culture that people routinely quote from them. For example, most people who hear, “This one goes to eleven” don't need to be told that...
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