customer value Archives

What Is the Truth About Relationship Selling?

by Jeff Beals | Feb 18, 2018 | General Sales Topics, Sales Motiviation, Sales Presentations

By Jeff Beals For several years now, I have been hearing that “relationship selling is dead.” In other words, people are so busy and so self-absorbed they no longer have time to build relationships with companies and organizations. People are so time-starved that they...

Stop Mistaking Marketing for Selling

by Jeff Beals | Oct 10, 2017 | Prospecting

By Jeff Beals On separate occasions I recently met with two small business owners. These guys don’t know each other but they have a lot in common: Despite great effort, neither is happy with their revenue. Both companies are “getting by” but are far from thriving. A...

Is Cross-Selling Actually a Bad Thing???

by Jeff Beals | Oct 3, 2016 | Sales Motiviation

By Jeff Beals Thanks to widespread media coverage of the recent Wells Fargo fake-account scandal, the sales profession has a new villain. It’s called, “cross-selling.” And you might add another villain to the list: “Sales culture.” In Wells Fargo’s world,...

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What Is the Truth About Relationship Selling?

Stop Mistaking Marketing for Selling

Is Cross-Selling Actually a Bad Thing???

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