Contributed by Michael Harris
- Your Salespeople Should Tell Great Customer Stories—Not Just Rattle Off Features
Most customers feel that salespeople focus too much on their products. However, customers stories are what greatly influence customers' purchasing ...
- Have a Complex Product to Pitch? Focus on a Customer Story
If you want customers to understand your complex product but can't simplify your presentation, you need a way to bypass ...
- Busting the Myth of the Rational Buyer
I always felt that people often make decisions emotionally, then justify them with logic, but I didn't have the proof ...
- B2B Sales: Don't Spray and Pray, Tell Stories Instead [Video]
Today, B2B buyers are busy, busy, busy... doing the work of multiple people. The last thing they have time for ...
- How Mini-Stories Can Help Buyers Reject the Status Quo... and Embrace You
Stories are how we make sense of the world. Learn how telling mini-stories will allow buyers to take your offering ...
