Browsing All Posts published on »July, 2013«

The future of Sales is to Stop Selling

July 30, 2013

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Buy One, Not Two, Half Price I am currently working with a business that goes to great lengths to help their customers buy less of their product. That’s right, their sales reps will spend time getting to know you, understand your business, demonstrate how they can help and then do what they can to shrink […]

Social: The Fifth Age of Selling

July 7, 2013

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Professor Derek A. Newton of the Darden School at the University of ┬áVirginia is credited with suggesting that there are four ages of selling. The ages start with music man and move through animated catalogue, magic formula and finally problem-solver. The music man (or woman) was most successful before the first world war but you […]