I was sitting having a coffee with a peer and he was telling me about a seminar he had just come from. He shared that the presenter quoted a statistic from a Microsoft study that indicated that the average human today has a shorter attention span than the average goldfish. I wasn’t shocked, too …
How many of you remember the classic movie “Glengary Glenross” ? Alec Baldwin’s character Blake has one of the most memorable “pep” talks… I cringed when I saw the movie in 1992 and I cringe when I think about that rant now… but I’ve never been a “typical” sales guy or sales manager. That …
So much has changed in the last decade. Technology has helped buyers craft their journey to purchase without having to engage with sellers until the late stages of their process.
Do you know how your buyers are getting from the first step (“do I have a need”) to their justified decision? How do you manage …
