Steve Andersen and I are delighted with the acclaim for our new book, Beyond the Sales Process. We’ve been interviewed a number of times during the past few weeks. One subject …
Why Beyond the Sales Process is Different
Today marks the formal shipping date of Beyond the Sales Process: 12 Strategies for a Customer-Driven World. For those of you who are interested, here is some of the back story. …
It’s Really About Much More Than Closing the Deal
We all know that the business world changed permanently as a result of the recession that began in 2008. We’re all familiar with the enhanced power of purchasing, emboldened strategic …
The Opportunity Before the Opportunity
If you want to engage your customer, you have to earn the right. If you’re in B2B sales, I don’t have to tell you that buying has changed dramatically since …
Welcome to the Beyond the Sales Process Blog
ASK A CEO to name his or her organization’s most important asset and you’re sure to hear “our people,” followed closely by “our customers.” Everything else takes a backseat, and …