Buyers Say: ‘Most Sales People Don’t Add Value’

May 6, 2014 John O' Gorman
Are Sellers Adding Value? Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. In particular they are failing to offer new ideas and insights that really help the customer to buy.     A new book by the Rain Group (called Insight […]


Previous Article
How Soon Can You Really Get Them ‘Across The Line’?

Buying decisions are often a lot more complex than sellers realize.  They...

Next Article
Selling To Teams: Lessons From Sport

Some organizations don’t do team work very well. That is a problem in...